Senior Customer Renewal Executive

SAP; Jakarta Utara; On-site; IDR 300.000.000 - 400.000.000; Full time

Job summary

A leading software company is seeking a Strategic/Enterprise Renewal Executive based in Jakarta Utara, Indonesia. The role requires a professional with a strong background in renewals and commercial strategy, responsible for nurturing enterprise client relationships and structuring complex deals. Candidates should have 5-8 years of relevant experience, excellent negotiation abilities, and a solid understanding of subscription business models. This position offers competitive benefits and a collaborative work environment.

Benefits

Dynamic work environment

Access to training programs

Competitive compensation package

Qualifications

• Minimum 5–8 years experience in renewals or enterprise account management.
• Proven track record of closing complex subscription contracts.
• Demonstrated experience managing enterprise customer portfolios.

Responsibilities

• Own and lead enterprise renewal motions to ensure long-term retention.
• Structure complex enterprise renewal deals aligning commercial terms.
• Identify potential future risks and design proactive renewal strategies.

Skills

Negotiation skills

Analytical skills

Communication skills

Problem-solving skills

Education

Bachelor's Degree in Business Administration, Sales, Marketing

MBA or equivalent

Tools

CRM tools (e.g., Harmony Quote, Gainsight)

Job description

We help the world run better

At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

Key Areas of Responsibility and Tasks

Within the Customer Renewals Center (CRC), our people and our culture are central to our success! Cloud Renewals Executives (CREs) demonstrate deep expertise in renewal strategy, deal architecture, customer negotiation and internal navigation of commercial and legal stakeholders.

We are looking for a highly skilled and Strategic/Enterprise Renewal Executive to play a pivotal role in protecting, retaining and shaping SAP’s long term enterprise renewal base. This role drives proactive, forward-looking renewal planning, complex deal structuring, and cross-functional collaboration to enable early engagement on high value renewals, shape future-proof commercial constructs, and mitigate long-term churn risk.

Strategic/Enterprise Renewal Executive, you will operate as a trusted commercial advisor—partnering with Account Executives/Director, Customer Success Managers, and other virtual account team members to structure complex renewal, replacement, and restructure opportunities. Your expertise will ensure commercially sound, mutually beneficial outcomes that support both the customer’s business goals and SAP’s long-term revenue growth.

• Strategic Renewal Management: Own and lead enterprise renewal motions from early engagement through closure, focusing on opportunities 6–8 quarters in advance to ensure long-term retention, improve revenue predictability and pro-actively mitigate risk.
• Deal Structuring & Commercial Guidance: Lead the structuring of complex enterprise renewal, replacement, or reconfiguration deals, aligning commercial terms with customer value realization, strategic transformation roadmaps, and SAP’s internal business objectives.
• Churn Prevention Planning: Identify potential future risk areas and design renewal strategies that proactively address those risks through well-constructed commercial agreements.
• Cross-Functional Collaboration: Act as a core member of the virtual account team, working closely with Sales, Customer Success, Finance, Legal, and Commercial Operations to align renewal strategies with broader account and growth plans.
• Commercial Influence: Provide expertise to influence favourable commercial outcomes while balancing customer success, contractual integrity and revenue protection.
• Forecasting & Pipeline Health: Own enterprise renewal forecasting and risk visibility, providing leadership with forward looking insights into renewal timing, deal complexity and revenue exposure to support accurate planning and decision making.

Qualifications

Experience

• Minimum 5–8 years of experience in renewals, enterprise account management, deal structuring, or commercial strategy—preferably within enterprise software or SaaS space.
• Proven track record of negotiating and closing complex subscription, software or cloud contracts.
• Demonstrated experience managing enterprise or strategic customer portfolios with high commercial and contractual complexity.

Education

• Bachelor’s Degree in Business Administration, Sales, Marketing or a related field.
• MBA or equivalent is an advantage.
• Equivalent relevant professional experience will be considered.

Skills and Competencies

• Deep understanding of subscription business models, enterprise software licensing, and commercial negotiation principles.
• Demonstrated experience engaging in early-stage renewal planning with a forward-looking, risk-mitigation mindset.
• Proven ability to work effectively across highly matrixed organizations and influence senior decision-makers.
• Strong analytical, commercial, and problem‑solving skills, with the ability to navigate ambiguity and competing priorities in complex enterprise environments.
• Strong negotiation and conflict resolution skills.
• Excellent communication and interpersonal skills with the ability to build credibility and influence stakeholders at all levels.
• Proficiency in CRM tools (e.g. Harmony Quote, Gainsight etc.) and familiarity with renewal management platforms.

Key Performance Indicators (KPIs)

• Churn rate
• Renewal Rate (%)
• Upsell and cross‑sell revenue generated
• Accuracy and reliability of renewal forecasting

What We Offer

• A dynamic and collaborative work environment
• Exposure to SAP’s strategic enterprise customers and executive level engagements
• Opportunities to lead high visibility strategic initiatives, influence commercial strategy, and build a strong foundation for future leadership or broader GTM roles with SAP.
• Access to training programs to enhance negotiation, leadership and technical skills
• Competitive compensation and benefit package

This role is ideal for experienced commercial professionals who thrive in enterprise environments, enjoy owning complex renewal outcomes, and want to play a visible, trusted role in protecting and growing SAP’s recurring revenue base.

Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 444654 | Work Area: Consulting and Professional Services | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

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