Renewals Account Manager

Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

Your role and responsibilities

The Renewals Account Manager collaborates with Sales to oversee the renewal process for their account base across one territory or more. Typically, in this role you are responsible for a variety of larger, more complex

accounts/territories in partnership with Field Sales.

What you’ll do (responsibilities)

● Negotiate all facets of renewal contracts using sound business

judgment. Develop and deliver win/win negotiation strategies that

maximize contract value while protecting and enhancing the customer

relationship and the value they are realizing from HashiCorp.

● Develop and maintain 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.

● Identify customer needs and demonstrate solid account management

capabilities to drive on-time renewal closure.

● Maintain a good comprehension of HashiCorp licensing models to

provide both sales and customers assistance in licensing discussions.

● Monitor customer health metrics to proactively identify and

communicate risks. Work cross functionally to develop risk mitigation

strategies and drive appropriate actions with partner teams.

● Work with wider team to provide regular and accurate updates on

renewal status to management and advance as appropriate.

● Engage customers in conversations around renewal readiness, timing

and general customer needs.

● Connect with customers on multi-year contracts via direct and indirect

communication to ensure continued involvement and customer value

realization.

● Create and present renewal proposal(s) and options to customers and

advise customers of upcoming contract expiration.

● Work with Legal, Deals Desk and Sales Operations to resolve complex

issues regarding approval and finalization of executable order form.

● Partner 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

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.

● 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. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.