Renewals Account Manager – Public Sector – Remote Position Available In Montgomery, Pennsylvania

Job Description:

About the team The Renewals Account Manager -Public Sectorcollaborates with Sales to oversee the renewal process for theiraccount base across one territory or more. Typically, in this roleyou are responsible for a variety of larger, more complexaccounts/territories in partnership with Field Sales. What you’lldo (responsibilities) Negotiate all facets of renewal contractsusing sound business judgment. Develop and deliver win/winnegotiation strategies that maximize contract value whileprotecting and enhancing the customer relationship and the valuethey are realizing from HashiCorp. Develop and maintain preciserenewal forecasts by collaborating closely with Sales teams,identifying risks early, and implementing solutions to ensurealignment on renewal strategies and the achievement of key businessmetrics. Identify customer needs and demonstrate solid accountmanagement capabilities to drive on-time renewal closure. Maintaina good comprehension of HashiCorp licensing models to provide bothsales and customers assistance in licensing discussions. Monitorcustomer health metrics to proactively identify and communicaterisks. Work cross functionally to develop risk mitigationstrategies and drive appropriate actions with partner teams. Workwith wider team to provide regular and accurate updates on renewalstatus to management and advance as appropriate. Engage customersin conversations around renewal readiness, timing and generalcustomer needs. Connect with customers on multi-year contracts viadirect and indirect communication to ensure continued involvementand customer value realization. Create and present renewalproposal(s) and options to customers and advise customers ofupcoming contract expiration. Work with Legal, Deals Desk and SalesOperations to resolve complex issues regarding approval andfinalization of executable order form. Partner with our CustomerSuccess organization to review customer value achievement in orderto achieve customer product adoption and high utilization. Whatyou’ll need (minimum qualifications) Public sector renewalsexperience, including familiarity with government contractingrequirements and prior experience working with partners andvalue-added resellers (VARs) such as Carahsoft, DLT, etc. 5 yearsdemonstrated success in a Renewal Account Management and/orCustomer Success capacity. Experience leading customer retentionand adoption for both On Prem & SaaS accounts/territories. Deepknowledge and expertise with both On Prem & SaaS models focused onenterprise software. Advanced proficiency with contract renewalprocesses. Initiative-taking approach with strong attention todetail, time management and organization. Ability to perform underpressure Team player mindset with a track record of buildingpositive relationships with peers and cross-functional partners.

Top-notch customer management skills; including sales, accountmanagement, and customer service. Creative problem-solving skillstaking personal initiative to identify areas of process improvementand efficiency. Demonstrated strong work ethic and consistent quotaachievement. Impressive written and verbal communication skillsHashiCorp welcomes all qualified candidates who have authorizationto work in the United States to apply – HashiCorp will not besponsoring visas for this role at this time. Individual pay withinthe range will be determined based on job related-factors such asskills, experience, and education or training. The base pay rangefor this role is: $86,310—$101,500 USD The OTE pay range for thisrole is: $123,300—$145,000 USD “HashiCorp is an IBM subsidiarywhich has been acquired by IBM and will be integrated into the IBMorganization. HashiCorp will be the hiring entity. By proceedingwith this application you understand that HashiCorp will share yourpersonal information with other IBM subsidiaries involved in yourrecruitment process, wherever these are located. More informationon how IBM protects your personal information, including thesafeguards in case of cross-border data transfer, are availablehere: link to IBM privacy statement.”