Account Manager - Renewals (West)
New
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New RelicSaaS observability
Location: Denver, Colorado, USA; Las Vegas, Nevada, USA; Los Angeles, California, USA; Phoenix, Arizona, USA; Portland, Oregon, USA; Salt Lake City, Utah, USA; San Diego, California, USA; San Francisco, California, USA; Seattle, Washington, USA
Work Arrangement: RemoteFull-TimeManager
SalaryEstimated On-Target Earnings Range $138,000 — $172,000 USD
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Job Details
- Experience
- 5+ years of experience in a quota-carrying role, managing renewals, or customer success role, closing large complex time-sensitive software contracts
- Required Skills
- Data AnalysisSalesforceMicrosoft ExcelCustomer SuccessPowerPointGoogle Workspace
Requirements
- 5+ years of experience in a quota-carrying role, renewals, or customer success.
- Experience closing large, complex, time-sensitive software contracts; SaaS experience is preferred.
- Ability to build strategic relationships with technical and non-technical customer contacts, including senior leaders and C-level executives.
- Experience building, analyzing, and interpreting datasets to manage a pipeline.
- Track record of identifying customer goals and leading value-based discussions that support growth and expansion.
- Strong professional written and verbal communication and ability to collaborate with internal and external contacts.
- Time-management experience supporting customer retention and early, on-time contract renewals.
- Experience using or learning G Suite, Salesforce, and Salesloft, plus MS Excel and PowerPoint.
- Observability, Application Performance Monitoring, or DevOps experience is a bonus.
- Experience with consumption-based selling, sales methodologies such as Challenger Sale, Command of the Message, or MEDDPICC, or building a scaled Customer Success function is a bonus.
- Project management experience or PMP, CSM, or CSPO certification is a bonus.
Responsibilities
- Partner with the Account Team as a secondary seller and support Account Executives through cross-functional deal execution.
- Review whitespace opportunities, organize enablement sessions with Technical Success Managers, and work with Solutions Consultants on growth opportunities.
- Build customer relationships and negotiate renewals for direct and partner-managed agreements.
- Identify at-risk accounts and develop plans to mitigate churn, increase customer satisfaction and consumption, and maintain renewal rates.
- Grow revenue through renewals, upsell opportunities, increased Billable Consumption Metric, and conversion of Pay-As-You-Go customers.
- Collaborate with Account Executives on customer journey milestones, customer business reviews, account plans, and renewal discussions.
- Support customer onboarding, account health checks, business value assessments, and enablement sessions to increase adoption.
- Work with Sales, Operations, Customer Solutions, Legal, and Collections to resolve customer issues and advocate for customers.
- Use data to advise strategy, identify industry trends, and inform economic buyers and decision-makers.
- Maintain accurate customer records and Salesforce information for accounts, opportunities, and contacts.
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