Renewals Account Manager – Remote Position Available In Montgomery, Pennsylvania

Job Description:

About the team The Renewals Account Manager collaborates withSales to oversee the renewal process for their account base acrossone territory or more. Typically, in this role you are responsiblefor a variety of larger, more complex accounts/territories inpartnership with Field Sales. What you’ll do (responsibilities)Negotiate all facets of renewal contracts using sound businessjudgment. Develop and deliver win/win negotiation strategies thatmaximize contract value while protecting and enhancing the customerrelationship and the value they are realizing from HashiCorp.

Develop and maintain precise renewal forecasts by collaboratingclosely with Sales teams, identifying risks early, and implementingsolutions to ensure alignment on renewal strategies and theachievement of key business metrics. Identify customer needs anddemonstrate solid account management capabilities to drive on-timerenewal closure. Maintain a good comprehension of HashiCorplicensing models to provide both sales and customers assistance inlicensing discussions. Monitor customer health metrics toproactively identify and communicate risks. Work cross functionallyto develop risk mitigation strategies and drive appropriate actionswith partner teams. Work with wider team to provide regular andaccurate updates on renewal status to management and advance asappropriate. Engage customers in conversations around renewalreadiness, timing and general customer needs. Connect withcustomers on multi-year contracts via direct and indirectcommunication to ensure continued involvement and customer valuerealization. Create and present renewal proposal(s) and options tocustomers and advise customers of upcoming contract expiration.

Work with Legal, Deals Desk and Sales Operations to resolve complexissues regarding approval and finalization of executable orderform. Partner with our Customer Success organization to reviewcustomer value achievement in order to achieve customer productadoption and high utilization. What you’ll need (minimumqualifications) 5 years demonstrated success in a Renewal AccountManagement and/or Customer Success capacity. Experience leadingcustomer retention and adoption for both On Prem & SaaSaccounts/territories. Deep knowledge and expertise with both OnPrem & SaaS models focused on enterprise software. Advancedproficiency with contract renewal processes. Initiative-takingapproach with strong attention to detail, time management andorganization. Ability to perform under pressure Team player mindsetwith a track record of building positive relationships with peersand cross-functional partners. Top-notch customer managementskills; including sales, account management, and customer service.

Creative problem-solving skills taking personal initiative toidentify areas of process improvement and efficiency. Demonstratedstrong work ethic and consistent quota achievement. Impressivewritten and verbal communication skills Whats nice to have(preferred qualifications) Public sector renewals experience is aplus, including familiarity with government contractingrequirements and prior experience working with partners andvalue-added resellers (VARs) such as Carahsoft, DLT, etc. HashiCorpwelcomes all qualified candidates who have authorization to work inthe United States to apply – HashiCorp will not be sponsoring visasfor this role at this time. Individual pay within the range will bedetermined based on job related-factors such as skills, experience,and education or training. The base pay range for this role is:$86,310—$101,500 USD The OTE pay range for this role is:$123,300—$145,000 USD “HashiCorp is an IBM subsidiary which hasbeen 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.