A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey.
Your role and responsibilities
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 education
Bachelor's Degree
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.
ABOUT BUSINESS UNIT
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
YOUR LIFE @ IBM
In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
ABOUT IBM
IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
IBM 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, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
OTHER RELEVANT JOB DETAILS
All our positions are eligible for people with disabilities PwD or rehabilitated.
Important Notice to Candidates
IBM does not charge any fees or request any kind of payment from candidates to participate in its recruitment processes. This includes, but is not limited to, application fees, costs for sending documents, or any payment related to the application or interviews. If you receive any request for payment in the name of IBM, we strongly recommend that you do not proceed and report it immediately through the company’s official channels.
Some travel may be required based on business demand
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