Renewal Account Manager

Job Location: Austin, TX 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

Examples of desirable skills, knowledge and experience

• 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

CompensationCompensation may be adjusted depending on work location.
This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.
EquityThis role is eligible to participate in Cloudflare's equity plan.
BenefitsCloudflare 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