Customer Success Managers negotiating contract pricing
Thought Leader 
I feel like this topic may have been touched upon earlier but I can't find the exact thread I am looking for (maybe I am wrong and it hasn't) - so I apologize if this is a repeat.
I am wondering how others handle contract negotiations. Not upsells or starting the discussion about the contract renewal, but rather negotiating the actual rate and/or terms associated to the renewal.
I have always worked in organizations where the actual negotiation is handled by either a renewals team or an Account Manager. The CSM may start the conversation with the customer and/or may be a bystander to the conversation(s), but is left out of the actual negotiation. I am wondering if my past experience is unique and if other companies regularly have their CSM do the negotiations.
I am wondering how others handle contract negotiations. Not upsells or starting the discussion about the contract renewal, but rather negotiating the actual rate and/or terms associated to the renewal.
I have always worked in organizations where the actual negotiation is handled by either a renewals team or an Account Manager. The CSM may start the conversation with the customer and/or may be a bystander to the conversation(s), but is left out of the actual negotiation. I am wondering if my past experience is unique and if other companies regularly have their CSM do the negotiations.