Summary
Overview
Work History
Education
Skills
Leadership And Volunteer Work
Timeline
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Raymond Vartanian

Noblesville,IN

Summary

Results-driven customer retention and contract negotiation expert with over a decade of success in SaaS renewals and partner management. Proven ability to develop and lead strategic renewal efforts, drive revenue growth, and optimize customer outcomes through collaboration with internal stakeholders and external partners. Experienced in navigating complex enterprise agreements and maximizing client value through negotiation, process improvement, and channel strategy. Seeking to leverage deep Salesforce contracting and negotiation expertise in a strategic consulting capacity.

Overview

12
12
years of professional experience

Work History

Senior Renewals Manager

Abnormal AI
12.2024 - Current
  • Lead end-to-end renewal negotiations for Abnormal's channel business, partnering closely with value-added resellers (VARs) and distributors to maximize customer retention and revenue outcomes.
  • Collaborate with account teams, channel partners, and internal stakeholders to execute win/win renewal strategies that align with customer needs and Abnormal's growth goals.
  • Proactively identify expansion and upsell opportunities within renewal cycles.
  • Serve as the primary renewals point-of-contact for Abnormal's partner ecosystem.
  • Build scalable channel renewal processes in alignment with strategic business initiatives.
  • Exceeded all targets by 120% during first quarter.

Principal Renewals Manager

Salesforce
06.2022 - 11.2024
  • Initiated and led the first dedicated Mulesoft renewals team, enabling cross-functional success across sales, legal, and customer success organizations.
  • Negotiated renewals for a $40M+ annual book of business across Communications, Media, and Tech sectors.
  • Developed and executed complex renewal strategies that enhanced customer relationships and protected account value.
  • Identified upsell opportunities and played an active role in account planning and forecasting.
  • Consistent top performer exceeding 100% OTE annually.

Principal Renewals Manager

Salesforce
01.2017 - 07.2022
  • Owned $100M+ in annual renewal pipeline for Salesforce enterprise accounts.
  • Led contract renewal negotiations that preserved customer trust while achieving corporate revenue goals.
  • Partnered cross-functionally to create tailored renewal plans and develop risk mitigation strategies.
  • Top-performing contributor across multiple fiscal years.

Principal Channel Renewals Manager

Salesforce Marketing Cloud
02.2015 - 01.2017
  • Directed global renewal efforts for strategic reseller and solution provider partners, managing a $20M+ book of business.
  • Focused on partner retention, revenue growth, and expanding value through consultative collaboration.
  • Consistently exceeded performance quotas and led quarterly strategic planning initiatives.

Channel Account Executive / Coordinator

ExactTarget
01.2013 - 01.2015
  • Company Overview: acquired by Salesforce
  • Oversaw partner sales cycles and renewal negotiations across North America, managing $1.5M in business.
  • Played a key role in transforming associate partners into leading service partners through strategic enablement.
  • Acted as liaison between internal teams and channel stakeholders to align on goals, KPIs, and customer success outcomes.
  • Acquired by Salesforce

Education

MBA -

Anderson University
Anderson, IN
01.2013

BA - Business Management

Anderson University
Anderson, IN
01.2012

Skills

  • Enterprise Contract Negotiation
  • Channel & Partner Management
  • Customer Retention Strategy
  • Cross-Functional Collaboration
  • Forecasting & Pipeline Management
  • Strategic Planning & Execution
  • Revenue & Upsell Growth
  • Communication & Stakeholder Influence
  • Complex Problem-solving

Leadership And Volunteer Work

  • Board chairman at children's school
  • Elder, Local Church
  • Youth & Childrens Sports Coach Volunteer

Timeline

Senior Renewals Manager

Abnormal AI
12.2024 - Current

Principal Renewals Manager

Salesforce
06.2022 - 11.2024

Principal Renewals Manager

Salesforce
01.2017 - 07.2022

Principal Channel Renewals Manager

Salesforce Marketing Cloud
02.2015 - 01.2017

Channel Account Executive / Coordinator

ExactTarget
01.2013 - 01.2015

BA - Business Management

Anderson University

MBA -

Anderson University

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Raymond Vartanian