About TechD Cyber Security
TechD Cyber Security is a specialized cyber security services organization delivering risk-led, business-aligned security outcomes to large enterprises, regulated institutions, and government bodies. TechD partners with clients to strengthen cyber resilience across people, process, and technology through services spanning Vulnerability Assessment & Penetration Testing (VAPT), Red Teaming, Managed Detection & Response (SOC/MDR), Governance, Risk & Compliance (ISO 27001, SOC 2, HIPAA, PDPL), Cloud & Application Security, Cyber Advisory, and Cyber Staff Augmentation.
TechD operates with consulting-grade rigor, structured methodologies, and executive-level engagement standards comparable to global professional services firms. Our focus is on building long-term, trusted advisory relationships that support regulatory compliance, operational resilience, and sustained business growth.
- Role Purpose
The Manager – Renewals is a critical revenue assurance and account continuity role within TechD Cyber Security’s Enterprise Services business. The primary purpose of this role is to protect, renew, and expand recurring and repeat revenue across existing enterprise clients by ensuring timely renewals, contract continuity, scope optimization, and long-term account value realization.
Unlike a net-new acquisition role, this position is designed for a relationship-centric, commercially disciplined professional who owns post-sale commercial outcomes, renewal forecasting, and account stability. The role ensures that TechD’s enterprise clients experience consistent value realization, proactive engagement, and seamless continuity of services, thereby minimizing churn and maximizing lifetime value.
This role plays a decisive part in revenue predictability, margin protection, client retention, and long-term enterprise trust, making it a cornerstone of TechD’s sustainable growth model.
Key Expectations
- Own revenue continuity and renewal outcomes: The role holder is directly accountable for ensuring timely renewals of existing contracts across cyber security services, minimizing revenue leakage, delays, or unplanned attrition.
- Operate as a trusted commercial steward of existing accounts: The Manager must deeply understand each client’s scope, delivery context, contractual terms, and value realization, ensuring renewals are positioned as strategic continuations rather than transactional extensions.
- Drive structured account expansion through renewals: Beyond baseline renewals, the role is expected to identify scope expansion, multi-year extensions, upsell, and cross-sell opportunities aligned with evolving client risk and compliance needs.
- Ensure governance, margin discipline, and delivery alignment: Renewals must be executed with pricing integrity, scope clarity, and delivery feasibility, protecting margins while maintaining client satisfaction.
Organizational Context & Reporting
The Manager – Renewals reports directly to the Vice President – Enterprise Business and operates as part of TechD’s enterprise revenue assurance structure. The role acts as the commercial bridge between delivery teams, finance, and enterprise clients to ensure continuity, predictability, and account health.
Key Internal Stakeholder Alignment
- Cyber Security Delivery & Program Teams: To validate scope completion, delivery quality, and readiness for renewal discussions.
- Finance & Commercial Governance: To ensure renewals align with pricing, margin, invoicing, and contractual standards.
- Pre-Sales & Solution Architecture: To support scope enhancements, service extensions, and renewal-linked expansions.
- Enterprise Sales (Hunters): To coordinate seamless handovers and ensure unified client engagement.
- Key Responsibilities & Accountabilities (KRAs)
Enterprise Renewals Ownership
The Manager is fully accountable for managing and closing all renewals across assigned enterprise accounts within defined timelines and governance frameworks.
Responsibilities
• Own end-to-end renewal lifecycle from 120–180 days prior to contract expiry
• Maintain a structured renewal calendar covering scope, commercials, approvals, and execution
• Ensure zero unplanned lapses in contracts for critical enterprise accounts
• Engage proactively with client stakeholders to reaffirm value delivery and renewal intent
Focus
• High renewal closure rate
• Zero revenue slippage due to delayed or missed renewals
Account Relationship & Continuity Management
The role requires deep relationship ownership across operational, commercial, and executive stakeholders within existing accounts.
Responsibilities
• Maintain strong relationships with CISOs, CIOs, Risk, Compliance, Procurement, and Program Owners
• Conduct structured quarterly business reviews (QBRs) focused on outcomes, metrics, and roadmap alignment
• Act as the single point of commercial continuity for the client
• Ensure smooth transition across service phases, renewals, and extensions
Focus
• High client retention
• Strong account stability and trust
Renewal Solutioning & Scope Optimization
Renewals are not expected to be treated as mechanical extensions of existing contracts. This role requires positioning renewals as value-driven, outcome-oriented continuations that reflect the client’s evolving cyber risk landscape, regulatory obligations, and operational maturity. The Manager must ensure that renewal conversations are anchored in measurable value delivered, future risk alignment, and program-level thinking rather than static scope carry-forward.
Responsibilities
• Assess service performance, risk changes, and regulatory developments ahead of renewals
The Manager is expected to conduct structured pre-renewal assessments, reviewing service performance metrics, delivery outcomes, and client feedback. This includes evaluating changes in the client’s threat environment, digital transformation initiatives, and new or evolving regulatory requirements that may impact scope relevance.
• Propose optimized scopes, revised service models, or expanded coverage where relevant
Based on assessment findings, the Manager must recommend scope enhancements, service model refinements, or additional coverage areas that better align with the client’s current and future risk posture. This may include frequency changes, expanded asset coverage, additional services, or integration with adjacent cyber programs.
• Position renewals as strategic programs rather than static contracts
Renewals should be framed as ongoing cyber security programs that evolve with the client’s business rather than annual or transactional extensions. The Manager must articulate how continued engagement supports long-term risk reduction, compliance readiness, and operational resilience.
• Collaborate with delivery teams to validate feasibility and scalability
All proposed scope changes must be validated with delivery teams to ensure feasibility, scalability, and alignment with service quality standards. The Manager is responsible for ensuring that renewal commitments are realistic, deliverable, and commercially sound.
Focus
• Expanded renewal values through value-led scope evolution
• Multi-year and bundled renewals that increase revenue predictability and account stickiness
Commercial Leadership & Contract Governance
The Manager owns renewal commercials, pricing discipline, and contractual governance, ensuring all renewals are executed within approved financial, legal, and risk frameworks. The role requires balancing client value perception with margin protection and internal compliance.
Responsibilities
• Lead renewal commercials, pricing discussions, and scope negotiations
The Manager is responsible for structuring renewal commercials that reflect delivered value, scope evolution, market benchmarks, and internal pricing frameworks. This includes leading negotiations with procurement and finance stakeholders on pricing, term, and commercial conditions.
• Ensure margin adherence and commercial approvals as per internal policies
All renewals must meet approved margin thresholds and pass defined approval workflows. The Manager must proactively manage exceptions, ensure documentation completeness, and prevent informal or undocumented commercial commitments.
• Prevent scope dilution, under-pricing, or informal extensions
The role requires strict enforcement of scope boundaries and pricing discipline. The Manager must ensure that services delivered align with contracted scope and that any changes are formally approved and commercialized.
• Drive timely contract execution and PO closures
The Manager is accountable for ensuring renewals are closed on time, with executed contracts, POs, and commercial documentation in place prior to service continuation.
Focus
• Margin protection and sustainable renewal economics
• Clean, audit-ready contracts with zero governance deviations
Renewals Forecasting, CRM Discipline & Predictability
Renewals represent the foundation of TechD’s recurring revenue model and must be managed with a high degree of accuracy, discipline, and predictability. The Manager is expected to operate with forecasting rigor comparable to global consulting organizations.
Responsibilities
• Maintain accurate renewal pipelines in CRM with values, timelines, risks, and dependencies
The Manager must ensure all renewal opportunities are captured in CRM with complete and current information, including contract expiry dates, renewal values, probability, risk flags, and stakeholder dependencies.
• Provide rolling renewal forecasts with high confidence levels
Forecasts must be realistic, evidence-based, and continuously updated. The Manager is expected to differentiate between committed, likely, and at-risk renewals, providing leadership with clear visibility into revenue certainty.
• Flag renewal risks early
The role requires early identification and escalation of risks such as delivery dissatisfaction, budget constraints, stakeholder changes, or competitive pressures that could impact renewal outcomes.
• Support leadership planning with reliable renewal data
Accurate renewal forecasting is critical for capacity planning, revenue assurance, and financial predictability. The Manager must provide structured inputs to quarterly and annual planning exercises.
Focus
• High renewal forecast accuracy
• Leadership confidence in renewal predictability and data integrity
Client Advocacy & Brand Stewardship
The Manager represents TechD as a long-term cyber security partner, responsible for maintaining trust, continuity, and professional credibility across existing enterprise accounts.
Responsibilities
• Ensure client satisfaction through proactive engagement and issue resolution
The Manager must remain closely engaged with clients, proactively addressing concerns, coordinating with delivery teams, and ensuring issues are resolved before they impact renewal decisions.
• Uphold TechD’s professional, ethical, and consulting-grade standards
All client interactions must reflect TechD’s values, ethics, and quality standards. The Manager is accountable for protecting and enhancing TechD’s reputation within the enterprise client ecosystem.
• Act as escalation owner for renewal-linked concerns
The Manager is responsible for owning and resolving escalations related to renewals, coordinating internally to ensure timely resolution and client confidence.
• Strengthen TechD’s trusted-advisor positioning within existing accounts
The role requires positioning TechD as a strategic advisor whose inputs are sought on cyber risk, compliance readiness, and long-term security planning.
Focus
• Long-term account longevity and continuity
• Positive client references, advocacy, and repeat engagements
Key Performance Indicators (KPIs)
Revenue Continuity & Retention
• Renewal revenue achievement (target vs actual), measuring protected recurring revenue
• Renewal closure rate (%), indicating renewal effectiveness
• Churn rate (revenue and logo), highlighting retention strength
Account Expansion
• Renewal-linked upsell and cross-sell value, measuring account growth
• Increase in average contract value (ACV), reflecting scope optimization
• Multi-year renewal ratio, indicating revenue predictability
Forecasting & Governance
• Renewal forecast accuracy, ensuring predictability
• CRM hygiene and audit readiness
• Timeliness of renewal closures versus contract expiry
Commercial Quality
• Margin adherence on renewals
• Contract deviation instances and exceptions
• Pricing governance compliance
Client Health
• Client satisfaction and renewal feedback
• Number and severity of escalations impacting renewals
• Long-term account growth indicators
Qualifications & Experience
Experience
- 3-5 years of enterprise B2B account management or renewals experience, managing long-term client relationships and recurring revenue
- Minimum 2 years in cyber security services renewals or consulting sales, with exposure to enterprise environments
- Proven experience managing complex enterprise contracts, including multi-year, multi-service engagements
- Exposure to regulated industries, procurement-heavy environments, and formal governance structures
Skills
- Executive-level communication and stakeholder management skills
- Strong commercial, contractual, and pricing understanding
- Advanced proficiency in Word, PowerPoint, and Excel for renewal documentation
- High CRM discipline and forecasting rigor
- Strong negotiation, risk assessment, and structured problem-solving skills
Education
- MBA (Sales, Marketing, Strategy, or equivalent) from a reputed institute