KRISTEN BARSANTI
Boston,MA
Summary
Diligent professional specializing in renewal account management, achieving a 94% renewal rate and generating over $10 million in revenue. Known for persuasive negotiations and strategic relationship building, effectively managing complex contracts to drive customer success and minimize churn.
Overview
11
11
years of professional experience
Work History
Senior Renewal Account Manager
Ping Identity
Boston, Massachusetts
09.2025 - Current
- Handle complex customer objections, identify accounts at-risk of churn, and independently negotiate favorable contract terms, including price uplifts and multi-year extensions.
- Identified and leveraged opportunities to expand customer footprint through cross-sell, upsell, and use-case expansion within assigned territory.
- Collaborated with Sales, Customer Success Managers, Finance, Legal, and Order Management to streamline renewal processes and enhance customer experience.
- Maintain highly accurate weekly, monthly, and quarterly renewal pipelines using Salesforce.com and other data tracking systems.
- Developed and dispatched complex quotes and renewal proposals to resellers and customers, ensuring timely delivery 90 to 120 days before expiration.
Cloud Renewal Sales Manager
Oracle
03.2022 - 09.2025
- Coordinate the negotiation of renewal contracts within Oracle Cloud HCM, OMC, ERP, EPM, CX and Taleo install base from proposal through contract execution
- Managed enterprise accounts for companies with 1,500-18,500 employees, driving engagement and renewal success
- Maximize price uplift by securing long-term (3+ year) renewal contracts and achieving on-time renewal contract closure
- Produced over $10 million in renewal revenue and finished at a 94% renewal rate in FY24
- Forecasted weekly and quarterly renewal revenue, contributing to strategic planning and revenue assurance
- Collaborated across internal LOBs to align goals and streamline contract renewal processes
- Proven expertise working with the executive level in client environments, as well as with procurement and business owners (sales, HR, service orgs.)
- Developed an understanding of legal terms and Terms/Conditions in SaaS contracts
Customer Success Manager
OneSource Virtual
01.2020 - 03.2022
- Effectively renewed all assigned accounts resulting in 100% retention rate
- Managed customer relationships to enhance satisfaction and retention.
- Negotiated and prepared contracts to align customer needs with service offerings.
- Executed regular QBR's to highlight key results, metric analysis, and demonstrated value. Emphasize the ROI, as well as recommend process/procedure changes to better utilize OSV's services.
- Demonstrated expansion of the OneSource Virtual solution beyond the functionality introduced during the implementation process & consistently found new business opportunities by presenting/recommending new products, services & partner solutions
- Monitored and facilitated the customer's adoption of OSV services and solutions, as well as the adoption of WorkDay technology
- Developed success plans for customers that outlined their critical success factors, metrics, and measures for success
- Cultivated strong customer connections to enable collaboration for references and case studies.
Renewal Account Manager
ServiceNow
01.2019 - 01.2020
- Negotiated renewal contracts to ensure alignment with customer needs and company objectives
- Developed win/win negotiation strategies to maximize contract value while enhancing the customer relationship.
- Monitored customer health metrics to identify risks. Developed risk mitigation strategies and guided appropriate actions with partner teams
- Connected with customers on multi-year contracts to ensure continued engagement and customer value realization
- Collaborated with Customer Success to assess customer value achievement and enhance product adoption
- Utilized knowledge of ServiceNow licensing models to assist sales and customers in informed licensing discussions
- Worked with Legal, Deals Desk and Sales Operations to resolve complex issues regarding approvals and finalization of executable Order Form
Senior Customer Success Manager
Oracle
01.2016 - 01.2019
- Managed overall health & customer loyalty in Enterprise accounts within Oracle's HCM Cloud
- Prioritized and drove resolution on escalated customer challenges
- Executed account reviews to analyze key results and demonstrate value to stakeholders.
- Cultivated strong relationships with key internal and external stakeholders
- Developed and managed priorities to track progress on identified opportunities
- Identified and implemented improvements in business operating procedures to enhance organizational effectiveness
- Leveraged and aligned with all relevant stakeholders within Oracle to facilitate timely & compliant renewals
Education
Bachelor of Science - Business Administration
Salve Regina University
Newport, RISkills
- Renewals
- Account Management
- Customer Success
- Customer retention
- Contract negotiation
- Persuasive Negotiations
- Proposal management
- Revenue forecasting
- Salesforcecom
- Relationship Building
- Partner Alliances
- Team Building
Timeline
Senior Renewal Account Manager
Ping Identity
09.2025 - Current
Cloud Renewal Sales Manager
Oracle
03.2022 - 09.2025
Customer Success Manager
OneSource Virtual
01.2020 - 03.2022
Renewal Account Manager
ServiceNow
01.2019 - 01.2020
Senior Customer Success Manager
Oracle
01.2016 - 01.2019
Bachelor of Science - Business Administration
Salve Regina University