Andre Walker
Reno,NV
Summary
Accomplished professional with a proven track record in developing and executing innovative, growth-oriented recurring revenue programs for SaaS contract renewals and expansions. Led a renewals function that supported 5X growth in annual recurring revenue through exceptional interpersonal skills, strategic negotiation tactics, and cross-departmental collaboration. Skilled in mentoring and coaching teams to optimize outcomes across a global customer base, and in developing a repeatable methodology for managing global renewal opportunities. Demonstrated adaptability in addressing unique customer, partner, and geographic challenges while fostering collaboration amidst competing priorities. Expert in leveraging customer health metrics to drive decision-making and enhance internal and external customer experiences.
Overview
23
23
years of professional experience
Work History
Director, Global Renewals
Cyara, Inc.
01.2021 - 12.2023
- Developed Global Renewal Methodology: Formulated comprehensive global methodology to manage SaaS and Software Maintenance subscription contracts, standardize policies, and streamline renewal procedures, including proposal development, pricing strategy, and contract negotiations
- Collaboration and Customer Experience: Leveraged exceptional interpersonal skills to collaborate with cross-functional teams (customer success, sales, support, product management, finance, professional services, channels, and legal) to deliver superior customer experiences
- SaaS Renewals Program Leadership: Drove SaaS renewals program, facilitating ARR growth from $9M to over $50M while maintaining gross retention rates above 90% and net retention rates exceeding 110%
- Team Mentorship and Coordination: Mentored and synchronized efforts among 30 account directors and 16 customer success managers across Americas, Europe, and Asia Pac to ensure timely and revenue-optimizing deal conclusions
- Pro-active Customer Health Monitoring: Coordinated with cross-functional teams to proactively monitor customer health metrics, identify expansion opportunities, and mitigate renewal risks, enhancing ARR tracking and reporting.
Manager, Global Renewals
Cyara, Inc.
08.2017 - 12.2020
- Implemented Global Renewal Methodology: Developed and executed a comprehensive approach to manage SaaS and Software Maintenance subscription contracts, standardizing policies and streamlining renewal procedures
- Cross-Functional Collaboration: Collaborated with customer success, sales, support, product management, finance, professional services, channels, and legal teams to ensure a cohesive and superior customer experience
- Optimized Renewal Outcomes: Leveraged exceptional program management, negotiation, deal progression and interpersonal skills to optimize renewal outcomes and drive ARR growth from $9M to over $50M
- Team Leadership and Mentorship: Mentored and coordinated efforts among 30 account directors and 16 customer success managers across the Americas, Europe, and Asia Pacific regions
- Maintained High Retention Rates: Facilitated timely and revenue-optimizing deal conclusions while maintaining gross retention rates above 90% and net retention rates exceeding 110%.
Strategic Renewals Sales Leader
IBM Corporation, Inc.
01.2011 - 06.2017
- Strategic Renewal Guidance: Advised sales executives on renewal value propositions, price negotiations, and leveraging internal resources, achieving annual renewal rates of over 96% across a $700M+ territory
- Enablement Training Development: Created and implemented training programs for sales executives, focusing on product value propositions and CRM best practices, enhancing selling effectiveness and streamlining account management
- Solution Implementation Workshops: Led workshops with sales teams and clients to identify and mitigate risks, achieve client ROI, maximize renewals, and accelerate new opportunity identification
- Proactive Selling Framework: Fostered proactive selling through a cross-sell and up-sell framework, improving overall sales performance and customer satisfaction
- Field Marketing Participation: Actively participated in field marketing events to demonstrate service offerings and build strong relationships with domestic and international stakeholders.
Regional Renewals Account Manager & Team Lead
IBM Corp, Inc.
01.2001 - 12.2010
- Directed Strategic Renewal Efforts: Advised sales executives on renewal value propositions, price negotiations, and leveraging internal resources, driving optimized renewals and new sales opportunities, achieving over 15% annual contract revenue growth
- Led Enablement Training Programs: Developed and delivered training on product value propositions and CRM best practices, enhancing sales effectiveness and streamlining account management
- Mentored Account Managers: Mentored a team of six Account Managers, guiding them to close high-value contracts ranging from $50K to $10M+ annually
- Strengthened Market Presence: Participated in field marketing events, demonstrating service offerings and fostering collaboration with domestic and international clients and business partners
- Enhanced Revenue Generation: Contributed to a robust market presence and approximately $300M in annual revenue through strategic renewals and effective team leadership.
Education
Bachelor of Science - Business Management / Marketing
University of San Francisco
San Francisco, CASkills
- Communication
- Problem-Solving
- Interpersonal Skills
- Strategic Thinking
- Leadership and Team Management
- Renewal Strategy Development
- Revenue Forecasting and Analysis
- CRM Tools Proficiency
- Contract Management
- Data-Driven Decision Making
- Contract and Vendor Management
- Contract Negotiation
- Team Leadership
- Teamwork and Collaboration
- Process Improvements
- Revenue Growth
Qualifications Summary
- Accomplished enterprise software recurring revenue program leader with over 20 years of experience achieving high renewal and growth rates.
- Collaborative, empathetic and customer-centric teammate driven to consistently achieve mutually beneficial outcomes and establish enduring relationships built on trust and value.
- Creator of transparent, repeatable and scalable programs supporting consistently high levels of performance.
- Engaging and charismatic personality experienced in working with customers, partners and across internal departments in a global arena.
- Successful track record of being a valued mentor and coach who leads from the front.
Timeline
Director, Global Renewals
Cyara, Inc.
01.2021 - 12.2023
Manager, Global Renewals
Cyara, Inc.
08.2017 - 12.2020
Strategic Renewals Sales Leader
IBM Corporation, Inc.
01.2011 - 06.2017
Regional Renewals Account Manager & Team Lead
IBM Corp, Inc.
01.2001 - 12.2010
Bachelor of Science - Business Management / Marketing
University of San Francisco
Similar Profiles
Ian JohnsonIan Johnson
Senior Manager – Product Operations at CyaraSenior Manager – Product Operations at Cyara
Krunal DhavleKrunal Dhavle
Assistance Manager at CyaraAssistance Manager at Cyara
Jaimik ThakkarJaimik Thakkar
Vendor Manager at CyaraVendor Manager at Cyara