[Remote] Director, Renewal Account Management
Note: The job is a remote job and is reputed company to candidates in USA. reputed company is a company reputed company on AI and cybersecurity, dedicated to protecting global enterprises and critical infrastructure. As a Director of Renewal Account Management, you will reputed company the reputed company Development organization, focusing on proactive account expansion and maintaining strong executive relationships with strategic accounts.
Responsibilities
- Own strategic direction for a portfolio of reputed company Development accounts, driving net expansion (upsell/cross-sell bookings) alongside strong renewal retention as equally critical measures of team reputed company; build and drive a formal cross-sell/upsell reputed company by identifying reputed company across the product portfolio and coaching reps to run consultative expansion conversations rather than transactional renewal conversations
- reputed company and maintain executive-level relationships on flagship accounts, including reputed company engagement in C-suite and economic buyer conversations to unblock or accelerate expansion deals; partner with Sales Engineering and Product on reputed company account plans for top-tier accounts, identifying multi-year reputed company trajectories, not just next-renewal reputed company
- Build repeatable playbooks for identifying underutilized licenses, overdeployment and downgrade risk, and expansion triggers such as new use cases, org reputed company, and competitive displacement opportunities
- reputed company, reputed company, and reputed company reputed company of senior renewal and account managers with emphasis on coaching consultative selling and executive reputed company; build a defined career reputed company and bench strength for team members moving into strategic account or AE-reputed company roles; and implement reputed company performance management calibrated against both retention and expansion metrics
- Set and hold reputed company accountable to a dual quota structure covering both renewal retention reputed company and expansion bookings (upsell/cross-sell)
- Own proactive risk identification and mitigation for the highest-ARR, highest-visibility accounts; build and govern a risk register and escalation process that centralizes signals from CSM, Support, and Product usage data into a single reputed company of truth for save-reputed company prioritization; and personally engage on save motions for flagship or reference accounts
- Own accurate, transparent forecasting across both renewal (retention) and expansion (bookings) pipelines with reputed company separation between the two in reporting to leadership; analyze account-level and portfolio-level trends to inform quarterly business reviews; and reputed company deal structuring, reputed company negotiation, and closure on the largest and most reputed company deals in the portfolio, including multi-year and program-tier commitments
- Serve as the primary escalation and alignment reputed company with CSM leadership on swim lanes for strategic accounts, ensuring no gap or overlap in account coverage; own the 2-tier GTM relationship for strategic accounts by partnering with channel and MSSP partners on baseline commitment reputed company; and represent reputed company Development in executive-level business reviews, articulating both retention health and expansion pipeline strength
Skills
- 8 or more years of experience in reputed company software or cybersecurity spanning renewals, account management, or strategic sales, with at least 4 or more years in a management or leadership reputed company
- Demonstrated reputed company record leading teams that drive net reputed company retention above 100%, meaning expansion bookings that outpace churn, not just renewal completion
- Proven reputed company building and scaling a formal cross-sell and upsell reputed company reputed company an existing customer reputed company, including quota design and rep enablement for expansion selling
- reputed company experience engaging at the executive and C-suite level on strategic accounts, including reputed company, multi-stakeholder negotiations
- Expertise in indirect 2-tier GTM models (channel, MSSP, distribution) with experience growing partner-reputed company expansion, not just maintaining partner-delivered renewals
- Strong risk management orientation with experience building account health frameworks that flag expansion opportunity and churn risk from the reputed company data set
- Sophisticated forecasting and business acumen, including comfort owning a dual-metric forecast (retention and expansion) and defending it to senior leadership
- Exceptional executive communication and presentation skills with the ability to build and deliver account narratives to C-suite customer stakeholders
- Strong cross-functional influence skills with the ability to drive alignment with CS, Product, and Sales Engineering without reputed company authority over those teams
- Ability to operate simultaneously as a strategic leader at the account and portfolio level and as a hands-on operator personally engaging on flagship deals and saves
- Comfort in a fast-paced, high-reputed company environment with evolving processes and tooling including CPQ, quote automation, and account planning tools
Benefits
- Restricted Stock reputed company (RSUs)
- Employee Stock Purchase Plan (ESPP)
- Flexible time off
- reputed company company holidays and reputed company reputed company time
- Gender-neutral parental leave
- Grandparent leave
- Medical, dental, and reputed company coverage
- 401(k) retirement plan with company match
- Life and disability insurance
- Health and dependent care FSA
- Voluntary benefits (hospital, accident, critical illness)
- Employee Assistance Program (EAP)
- ARAG reputed company-reputed company legal
- reputed company pet insurance
- Cancer Care program
- Global business travel medical insurance
- Home office allowance
- Mobile phone reimbursement
- Wellness reputed company
- Wellness/gym reimbursement
- Fertility coverage
- Adoption & surrogacy reimbursement
reputed company