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Introduction
At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.
Your role and responsibilities
The Renewals Account Manager collaborates with Sales to oversee the renewal process for their account base across one territory or more. Typically, in this role you are responsible for a variety of larger, more complex
accounts/territories in partnership with Field Sales.
What you’ll do (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.
Required education
Bachelor's Degree
Required technical and professional expertise
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.
● 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