Renewal Account Manager

Posted 17 days ago
Main Location
Los Altos, CA, United States
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The Renewal Account Manager is responsible for the renewal of customer subscriptions in their assigned territory; this includes customer notification of upcoming renewal, discussing changes to their contract, and providing quotes directly to customers. In this role, you will own, drive and manage the renewal process, which will include working with customers, partners, resellers as well as Contrast sales and customer success personnel. The successful candidate will have sound sales experience, strong negotiation expertise, combined with strong interpersonal and organizational skills.

  • Drive the renewals process in collaboration with the account team to preserve and improve customer contracts and relationships
  • Actively engage with key decision makers to identify customer requirements and uncover roadblocks to ensure on-time commitments
  • Maintain and report an accurate weekly forecast of renewal bookings for your assigned accounts
  • Negotiate and execute renewal contracts (in partnership with legal) that align to customer goals
  • Identify upsell/cross-sell opportunities upon contract renewal to maximize customer growth
  • Communicate risk, develop resolution strategies, escalating wherever appropriate
  • Serve as the voice of the customer and collect feedback to drive continuous improvement across all areas including product
  • Be accountable for maintaining accurate customer renewal records including licenses, software expiration dates, customer contact information
  • Prepare renewal proposals and quotes
  • Process all renewal activities for your assigned accounts, ensuring timely and accurate renewals are in place for all expiring contracts
  • Work with customers to resolve any issues which may be preventing them from maintaining a relationship with Contrast
  • Effectively communicate company messages, value propositions, etc. verbally and in writing
  • Collaborate with departments across the organization to advocate for the customer and work together to resolve any issues
  • Uncover accounts which may be at risk and develop plans to mitigate it
  • Recognize trends to help develop programs which maximize retention
  • Bachelor’s Degree required (or combo of education and experience)
  • Quota Carrying experience (e.g., Renewals, Enterprise Sales, Account Management), preferably in a SaaS organization
  • Discovery, negotiation and closing skills
  • Superb customer service skills are required
  • Experience handling a pipeline and closing large contracts
  • Ability to uncover procurement contacts, processes and timelines
  • Work with creative, problem solving mindset
  • Self-motivated, proactive, energetic team player
  • Takes an active interest in increasing customer happiness and deepening customer relationships
  • Extraordinary time and process management skills, ensuring nothing slips through the cracks
  • Ability to work with multiple dynamic teams in a fast-paced environment
  • Must have a follow up mindset with a proactive approach and a high level of communication
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Renewal Account Manager
Contrast Security