Riverbed Technology · 5 hours ago

Manager, Enterprise Accounts, Americas Renewals

North Carolina, United States

Full-time

Remote

Mid, Senior Level

5+ years exp

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Business Process Automation (BPA)Cloud Computing

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Responsibilities

Create strategy and oversee daily execution of the Americas Renewals team. Leadership structure will require management of 3 individual contributors.

Achieve or exceed monthly, quarterly and annual renewal targets of ~$80M in region and provide senior management with an accurate forecast and risk analysis of all assigned accounts within the team

Provide strong goal-oriented leadership and participate in recruiting, mentoring, discipline and training activities

Manage competing priorities in a territory with a mix of Enterprise and SMB accounts.

Work with internal resources (Customer Success, Support, Account Executives, etc.) to develop comprehensive 'win' strategies for renewals

Identify customer requirements, up-sell and cross-sell opportunities, uncover roadblocks, and demonstrate strong account management capabilities to drive renewal rates.

Help develop and educate renewal best practices across the team.

Closely monitor at risk accounts, work with Customer Success, Support, Sales, Channel and Services leadership to resolve customer issues and help remove barriers for the team.

Address all renewal related escalations for AMER and key point of contact for key accounts.

Partner with sales team to define upsell plans and close these on time.

Manage full year forecast in salesforce.com com and Clari. Implement new ways to improve forecast accuracy.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Renewals ExperienceTeam ManagementSaaS RenewalsSubscription RenewalsOn-prem Software RenewalsSalesforceClariAccount ManagementCustomer Facing SkillsExecutive Presentation SkillsForecastingChannel ManagementPerformance to QuotaMentoring Staff

Required

5 years of experience managing/supervising others both in person and remotely

5 years of Renewals experience

Experience with some or all of the following renewal types: SaaS, subscription and On-prem software renewals

Experience with CRM (Salesforce) and Clari

Requires the ability to change the thinking of, or gain acceptance from, others in sensitive situations, without damage to the relationship

Excellent customer facing and executive presentation skills

Strong skill set in all aspects of management role, including sales, account management, channel management, forecasting, performance to quota, mentoring staff, leading, directing, assigning work and holding staff accountable