Renewal Account Manager

Cloudflare

🔍 Observed

$117K - $165K USD

Hybrid First seen 1 week, 4 days ago Last seen 59 minutes ago Greenhouse

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Job Description

AI Summary

• Manage renewal contracts and maximize revenue for a portfolio of existing Cloudflare customers through relationship building and ROI articulation to senior stakeholders • Own weekly forecasting, customer engagement across the full lifecycle, and contract negotiation while balancing multiple deals simultaneously • Demonstrate strong business acumen and technical understanding to identify upselling opportunities, analyze customer data, and recommend solutions that drive business value • Collaborate cross-functionally with Account Executives, Solution Engineers, Customer Success Managers, and Sales Operations to ensure customer adoption and retention • Based in Washington, DC; join a company ranked among the World's Most Innovative Companies that prioritizes diverse hiring and employee development

About Us

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!

Job Location: Washington, DC

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

Compensation
Compensation 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.

For Washington DC based hires: Estimated annual salary of $117,000.00 to $165,000.00

Equity
This role is eligible to participate in Cloudflare’s equity plan.

Benefits
Cloudflare 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

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.

Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.

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Job Information

Company:
Cloudflare
Location:
Hybrid
Experience Level:
Mid
Source:
Greenhouse
Status:
Active

Activity Score

76 /100

Likely Active (76)

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