Renewals Account Manager

Summary

Join HashiCorp as a Renewals Account Manager and collaborate with Sales to oversee the renewal process for a variety of larger, more complex accounts and territories. You will negotiate renewal contracts, develop precise renewal forecasts, identify customer needs, and maintain a good comprehension of HashiCorp licensing models. Responsibilities include monitoring customer health metrics, providing regular updates on renewal status, engaging customers in conversations around renewal readiness, and creating renewal proposals. You will also work with cross-functional teams to resolve complex issues and partner with Customer Success to review customer value achievement. This role requires 5+ years of experience in Renewal Account Management or Customer Success, expertise with On Prem & SaaS models, and advanced proficiency with contract renewal processes. The base pay range is $86,310-$101,500 USD, and the OTE pay range is $123,300-$145,000 USD.

Requirements

• 5+ years demonstrated success in a Renewal Account Management and/or Customer Success capacity
• Experience leading customer retention and adoption for both On Prem & SaaS accounts/territories
• Deep knowledge and expertise with both On Prem & SaaS models focused on enterprise software
• Advanced proficiency with contract renewal processes
• Initiative-taking approach with strong attention to detail, time management and organization
• Ability to perform under pressure
• Team player mindset with a track record of building positive relationships with peers and cross-functional partners
• Top-notch customer management skills; including sales, account management, and customer service
• Creative problem-solving skills taking personal initiative to identify areas of process improvement and efficiency
• Demonstrated strong work ethic and consistent quota achievement
• Impressive written and verbal communication skills

Responsibilities

• Negotiate all facets of renewal contracts using sound business judgment
• Develop and deliver win/win negotiation strategies that maximize contract value while protecting and enhancing the customer relationship and the value they are realizing from HashiCorp
• Develop and maintain precise renewal forecasts by collaborating closely with Sales teams, identifying risks early, and implementing solutions to ensure alignment on renewal strategies and the achievement of key business metrics
• Identify customer needs and demonstrate solid account management capabilities to drive on-time renewal closure
• Maintain a good comprehension of HashiCorp licensing models to provide both sales and customers assistance in licensing discussions
• Monitor customer health metrics to proactively identify and communicate risks
• Work cross functionally to develop risk mitigation strategies and drive appropriate actions with partner teams
• Work with wider team to provide regular and accurate updates on renewal status to management and advance as appropriate
• Engage customers in conversations around renewal readiness, timing and general customer needs
• Connect with customers on multi-year contracts via direct and indirect communication to ensure continued involvement and customer value realization
• Create and present renewal proposal(s) and options to customers and advise customers of upcoming contract expiration
• Work with Legal, Deals Desk and Sales Operations to resolve complex issues regarding approval and finalization of executable order form
• Partner with our Customer Success organization to review customer value achievement in order to achieve customer product adoption and high utilization

Preferred Qualifications

Public sector renewals experience is a plus, including familiarity with government contracting requirements and prior experience working with partners and value-added resellers (VARs) such as Carahsoft, DLT, etc

Benefits

• $86,310 — $101,500 USD
• $123,300 — $145,000 USD