Renewal Account Manager

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!
About the Department
Renewals Account Managers, Customer Success Managers, Account Executives, Business Development Representatives, Solution Engineers, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences.
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.
Location: Singapore, Kuala Lumpur, Sydney What you'll do
As a Renewal Account Manager, you will be responsible for owning and maximizing renewal value of Cloudflare's largest Enterprise customers. You will do this by building and leveraging C-level relationships and presenting and articulating ROI with key stakeholders.
You will use your strong business acumen and technical understanding to work alongside your account team to articulate business value and make compelling recommendations to customers.
You will leverage your experience 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 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

Examples of desirable skills, knowledge and experience

• Minimum of 5 years of experience in Inside or Field sales or Renewal management
• 5+ years relative industry experience
• Expertise in SaaS retention and sales process
• Experience working with senior or C-level customer stakeholders
• 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