Manager, Enterprise Accounts, Americas Renewals

Riverbed Technology - Ararat, NC

Full-time - Manager

Remote - Ararat, NC

Professional, Scientific, and Technical Services

About the position

The Manager, Enterprise Accounts, Americas Renewals at Riverbed Technology is a leadership role focused on driving revenue and achieving renewal targets for the Americas Renewals team. This position involves overseeing a team of individual contributors, developing strategies for customer renewals, and ensuring high levels of customer satisfaction. The ideal candidate will have a strong background in renewals, team management, and account management, with a commitment to coaching and developing team members.

Responsibilities

• Create strategy and oversee daily execution of the Americas Renewals team.
• Achieve or exceed monthly, quarterly, and annual renewal targets of ~$80M in the region.
• Provide senior management with an accurate forecast and risk analysis of all assigned accounts.
• Provide strong goal-oriented leadership and participate in recruiting, mentoring, discipline, and training activities.
• Manage competing priorities in a territory with a mix of Enterprise and SMB accounts.
• Work with internal resources to develop comprehensive 'win' strategies for renewals.
• Identify customer requirements, up-sell and cross-sell opportunities, and demonstrate strong account management capabilities.
• Help develop and educate renewal best practices across the team.
• Closely monitor at-risk accounts and work with various leadership teams to resolve customer issues.
• Address all renewal-related escalations for AMER and be the key point of contact for key accounts.
• Partner with the sales team to define upsell plans and close these on time.
• Manage full year forecast in Salesforce.com and Clari, implementing new ways to improve forecast accuracy.

Requirements

• 5 years of experience managing/supervising others both in person and remotely.
• 5 years of renewals experience.
• Experience with SaaS, subscription, and on-prem software renewals.
• Experience with CRM (Salesforce) and Clari.
• Excellent customer-facing and executive presentation skills.
• Strong skill set in all aspects of management role, including sales, account management, channel management, forecasting, and performance to quota.

Nice-to-haves

• Experience in a technology company.
• Familiarity with AI and machine learning concepts.

Benefits

• Flexible workplace policies
• Employee resource groups
• Learning and development resources
• Career progression pathways
• Community engagement initiatives
• Global employee wellness programs