Renewals Account Manager

Renewals Account Manager - Strategic Accounts

A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey.

Your role and responsibilities include:

• Negotiating all facets of renewal contracts using sound business judgment.
• Developing and delivering win/win negotiation strategies that maximize contract value while protecting and enhancing the customer relationship and the value they are realizing from HashiCorp products.
• Developing and maintaining 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.
• Identifying customer needs and demonstrating solid account management capabilities to drive on-time renewal closure.
• Maintaining a good comprehension of HashiCorp licensing models to provide both sales and customers assistance in licensing discussions.
• Monitoring customer health metrics to proactively identify and communicate risks. Working cross functionally to develop risk mitigation strategies and drive appropriate actions with partner teams.
• Working with wider team to provide regular and accurate updates on renewal status to management and advance as appropriate.
• Engaging customers in conversations around renewal readiness, timing and general customer needs.
• Connecting with customers on multi-year contracts via direct and indirect communication to ensure continued involvement and customer value realization.
• Creating and presenting renewal proposal(s) and options to customers and advising customers of upcoming contract expiration.
• Working with Legal, Deals Desk and Sales Operations to resolve complex issues regarding approval and finalization of executable order form.
• Partnering with our Customer Success organization to review customer value achievement in order to achieve customer product adoption and high utilization.

Required technical and professional expertise includes:

• Strategic renewals experience, including familiarity with contracting requirements and prior experience working with partners and value-added resellers (VARs).
• 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.

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics.