Job description
About the team
The Renewals Account Manager -Public Sector 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.
What you’ll need (minimum qualifications)
Public sector renewals experience, including familiarity with government contracting requirements and prior experience working with partners and value-added resellers (VARs) such as Carahsoft, DLT, etc.
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
What’s nice to have (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.
#LI-Remote
HashiCorp welcomes all qualified candidates who have authorization to work in the United States to apply - HashiCorp will not be sponsoring visas for this role at this time.
Individual pay within the range will be determined 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 has been acquired by IBM and will be integrated into the IBM organization. HashiCorp will be the hiring entity. By proceeding with this application you understand that HashiCorp will share your personal information with other IBM subsidiaries involved in your recruitment process, wherever these are located. More information on how IBM protects your personal information, including the safeguards in case of cross-border data transfer, are available here: link to IBM privacy statement .”
