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About the role
- Renewal Account Manager maximizing renewal value of existing customers at Cloudflare. Building relationships and articulating business value to contribute to customer success.
Responsibilities
- Owning and maximizing renewal value of a book of business of existing customers
- Building and leveraging customer relationships, channel relationships, and capturing and articulating ROI to senior customer stakeholders
- Bringing a strong business acumen and technical understanding to articulate business value and make compelling recommendations to customers
- Highly organized and able to accurately plan, forecast, and prioritize work in order to maximize outcomes
- Commercial owner and driver of renewal including maintaining and reporting an accurate weekly forecast
- Customer engagement from onboarding through the entire customer lifecycle
- Negotiate and execute renewal contracts in accordance with customer objectives
- Prioritizing effectively to handle multiple deals at the same time
- Analyzing data and leveraging tools to identify selling opportunities and business value
- Driving strong alignment with the Sales team, contributing to team forecasting, planning, and targets
- Owning or being an active participant in several customer touch points including: Business Value Justification meetings, Business Reviews, and Renewal Meetings
- Developing and maintaining long-term relationships with stakeholders in the account portfolio.
- < 25% travel
Requirements
- Minimum of 3 years of experience in renewals or account management; inside or field sales
- 2+ years relative industry experience
- Expertise in SaaS retention and sales process
- Excellent knowledge of value driven sales
- Excellent problem solving skills with the ability to creatively achieve resolutions
- Demonstrated ability to handle multiple tasks in an efficient and professional manner
- Strong Communication skills both written and verbal and the ability to present to multiple different personas
- Demonstrated strong negotiation skills and ability to influence and navigate objections to achieve win-win customer outcomes
- Bachelor’s Degree or equivalent experience is preferred
Benefits
- Medical/Rx Insurance
- Dental Insurance
- Vision Insurance
- Flexible Spending Accounts
- Commuter Spending Accounts
- Fertility & Family Forming Benefits
- On-demand mental health support and Employee Assistance Program
- Global Travel Medical Insurance
- Short and Long Term Disability Insurance
- Life & Accident Insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
- Flexible paid time off covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave
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