Enterprise Renewals Account Manager - REMOTE US
Job Description
- Prevent churn by identifying at-risk accounts.
- Identify upsell, cross-sell, and expansion opportunities.
- Develop and execute renewal sales strategies.
- Negotiate contract terms and secure multi-year commitments.
- Identify revenue risks and competitive threats.
- Use consultative selling to address objections.
- Lead complex contract negotiations and manage pricing.
- Maintain accurate sales forecasts.
- Analyze competitors and develop value propositions.
- Create account plans to maximize revenue.
- Partner with Account Managers and Customer Success.
- 5-10 years B2B sales experience.
- Success in partner-driven/channel sales environments.
- Experience managing Fortune 500/Global 2000 accounts.
- Proven leadership in managing sales processes.
- Strong communication, negotiation, and relationship-building skills.
- Ability to manage complex sales pipelines.
- Solid background in enterprise technology sales.
Veeam, the #1 global market leader in data resilience, believes businesses should control all their data whenever and wherever they need it. Veeam provides data resilience through data backup, data recovery, data portability, data security, and data intelligence. Based in Seattle, Veeam protects over 550,000 customers worldwide who trust Veeam to keep their businesses running. Join us as we move forward together, growing, learning, and making a real impact for some of the world’s biggest brands. The future of data resilience is here - go fearlessly forward with us.
The Enterprise Renewals Account Manager is a high impact position, responsible for leading strategic renewals, retention efforts, and account expansion across Veeam’s Enterprise customer base. This role focuses on achieving aggressive retention quotas, revenue growth targets, and customer satisfaction metrics by leveraging consultative selling techniques and building strong executive relationships with C suite clients. This position partners closely with field-based Enterprise Account Managers and Customer Success teams to maximize account value and drive predictable recurring revenue.
Responsibilities:
Customer Retention: Prevent churn by proactively identifying at risk accounts and building save strategies.
Customer Growth: Identify upsell, cross-sell, and expansion opportunities within major accounts to exceed quotas.
Renewal Strategy: Develop and execute renewal sales strategies, negotiate contract terms, and secure multi-year commitments.
Consultative Selling: Identify revenue risks and competitive threats through data analysis; use consultative selling to address objections and secure renewals.
Negotiation & Pipeline Management: Lead complex contract negotiations, manage pricing discussions, and maintain accurate sales forecasts.
Competitive Positioning: Analyze competitors, develop value propositions, and execute strategies to win market share.
Account & Territory Planning: Create account plans and strategies to maximize revenue and uncover new business within existing accounts.
Customer Lifecycle Management: Partner with Account Managers and Customer Success to address client challenges and uncover growth opportunities.
Requirements
- 5-10 years of B2B sales experience focused on account management, or enterprise sales with a strong record of exceeding targets.
- Success in partner-driven/channel sales environments, including VARs, VADs, GSIs, and cloud providers.
- Experience managing Fortune 500/Global 2000 accounts with complex, high-value contracts and sales cycles.
- Proven leadership in managing sales processes and executive relationships in a quota-driven environment.
- Strong communication, negotiation, and relationship-building skills with C-level and technical executives.
- Demonstrated ability to manage complex sales pipelines and deliver on revenue targets.
- Solid background in enterprise technology sales, with experience in Virtualization, Cloud, SaaS, and preferably Security or Infrastructure solutions.
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