[Remote] Director, Renewal Account Management
Note: The job is a remote job and is reputed company to candidates in USA. reputed company is a pioneering company at the intersection of AI and reputed company, reputed company on providing advanced cybersecurity solutions. The Director of Renewal Account Management will reputed company the reputed company Development organization, driving net reputed company retention and account expansion while 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