Renewals Account Manager, HashiCorp
$123.3-145k
OTE
$86.3-101.5k
BASE
Cloud-computing infrastructure provider
Job no longer available
Cloud-computing infrastructure provider
1001+ employees
Job no longer available
$123.3-145k
OTE
$86.3-101.5k
BASE
1001+ employees
Company mission
To help organisations to operate infrastructure in the cloud because it believes that infrastructure enables innovation.
Role
Who you are
- 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
- Advanced proficiency with contract renewal processes
- Initiative-taking approach with strong attention to detail, time management and organization
- Ability to perform under pressure
- 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
- Deep knowledge and expertise with both On Prem & SaaS models focused on enterprise software preferred
What the job involves
- 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
- 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
Our take
HashiCorp's software streamlines cloud operations for companies' teams, offering open-source solutions to facilitate cloud migration and utilization. Additionally, the company provides commercial versions of its tools, catering to businesses that prefer managed services.
With a pay-per-hour pricing model and adaptable products, HashiCorp enables companies to construct infrastructure spanning legacy systems, private clouds, and multiple cloud providers. its flagship product, Terraform, allows developers to create consistent rules, enhancing operational efficiency and reducing costs.
In a landscape increasingly reliant on AI and automation, HashiCorp simplifies the intricate architecture of data centre management, ensuring a rising demand for its services. The company was acquired by IBM in 2024, for which HashiCorp will integrate its hybrid cloud and AI software. In turn, Hashicorp will utilise IBM's worldwide reach and R&D opportunities to grow its software capabilities and market share.
Steph
Company Specialist at Welcome to the Jungle
Insights
5% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Mar 2020
$175m
SERIES E
Nov 2018
$100m
SERIES D
Total funding: $349m
Company benefits
- Medical, dental & vision
- Life & disability insurance
- Flexible spending account (FSA)
- Vacation and Other Leaves
- 401(k)
- Family Expansion Benefit
- Maternity and Parental Leave
- Expanded Mental Health Support
Company HQ
SoMa, San Francisco, CA
Leadership
Mitchell Hashimoto
(Co-Founder)Has worked as CEO and CTO of the company. Was previously Operations Engineer at Kiip, and a Developer at CitrusByte.
Armon Dadgar
(Co-Founder & CTO)Former Software Engineer at Kiip. Worked as a Software Development Intern at Amazon.
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