Renewals Account Manager

Introduction 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 The Renewals Account Manager - Strategic Accounts 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 this role you can expect to...u00b7 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 products.u00b7 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.u00b7 Identify customer needs and demonstrate solid account management capabilities to drive on-time renewal closure.u00b7 Maintain a good comprehension of HashiCorp licensing models to provide both sales and customers assistance in licensing discussions.u00b7 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.u00b7 Work with wider team to provide regular and accurate updates on renewal status to management and advance as appropriate.u00b7 Engage customers in conversations around renewal readiness, timing and general customer needs.u00b7 Connect with customers on multi-year contracts via direct and indirect communication to ensure continued involvement and customer value realization.u00b7 Create and present renewal proposal(s) and options to customers and advise customers of upcoming contract expiration.u00b7 Work with Legal, Deals Desk and Sales Operations to resolve complex issues regarding approval and finalization of executable order form.u00b7 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 u00b7 Strategic renewals experience, including familiarity with contracting requirements and prior experience working with partners and value-added resellers (VARs)u00b7 5+ years demonstrated success in a Renewal Account Management and/or Customer Success capacity.u00b7 Experience leading customer retention and adoption for both On Prem & SaaS accounts/territories.u00b7 Deep knowledge and expertise with both On Prem & SaaS models focused on enterprise software.u00b7 Advanced proficiency with contract renewal processes.u00b7 Initiative-taking approach with strong attention to detail, time management and organization.u00b7 Ability to perform under pressureu00b7 Team player mindset with a track record of building positive relationships with peers and cross-functional partners.u00b7 Top-notch customer management skills; including sales, account management, and customer service.u00b7 Creative problem-solving skills taking personal initiative to identify areas of process improvement and efficiency.u00b7 Demonstrated strong work ethic and consistent quota achievement.u00b7 Impressive written and verbal communication skills Preferred technical and professional experience .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.

Created: 2025-11-13