Renewal Account Manager

Cloudflare•San Francisco, CA

26d•$117,000 - $165,000

About The Position

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us! Job Location: Washington, DC About the Department The Sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community. Renewals Account Managers partner with the wider Sales Org to ensure our customers are set up for success with their contract terms. The team consists of Customer Success Managers, Account Executives, Business Development Representatives, Solution Engineers, and Sales Operations, who all work together to help our customers adopt Cloudflare and create reliable and secure Internet experiences for all. What you'll do As a Renewal Account Manager, you will be responsible for owning and maximizing renewal value of a book of business of existing customers. You will do this by building and leveraging customer relationships, channel relationships, and capturing and articulating ROI to senior customer stakeholders. You will bring a strong business acumen and technical understanding that will help you to articulate business value and make compelling recommendations to customers. You will be highly organized and able to accurately plan, forecast, and prioritize work in order to maximize outcomes. Additional responsibilities will include: 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 Able to prioritize effectively to handle multiple deals at the same time Analyze data and leverage tools to identify selling opportunities and business value Drive strong alignment with the Sales team, contributing to team forecasting, planning, and targets Own or be an active participant in several customer touch points including: Business Value Justification meetings, Business Reviews, and Renewal Meetings Develop and maintain long-term relationships with stakeholders in your 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

Responsibilities

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
Able to prioritize effectively to handle multiple deals at the same time
Analyze data and leverage tools to identify selling opportunities and business value
Drive strong alignment with the Sales team, contributing to team forecasting, planning, and targets
Own or be an active participant in several customer touch points including: Business Value Justification meetings, Business Reviews, and Renewal Meetings
Develop and maintain long-term relationships with stakeholders in your account portfolio

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family.
Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!
The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
Health & Welfare 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
Financial Benefits
Short and Long Term Disability Insurance
Life & Accident Insurance
401(k) Retirement Savings Plan
Employee Stock Participation Plan
Time Off
Flexible paid time off covering vacation and sick leave
Leave programs, including parental, pregnancy health, medical, and bereavement leave