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Introdução

A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey.

Sua Função e suas Responsabilidades

About the team

The Renewals Account Manager -Public Sector collaborates with Sales to oversee the renewal process for their account base across one territory or more. Typically, in this role you are responsible for a variety of larger, more complex accounts/territories in partnership with Field Sales.

What you’ll do (responsibilities)

  • Negotiate all facets of renewal contracts using sound business judgment. Develop and deliver win/win negotiation strategies that maximize contract value while protecting and enhancing the customer relationship and the value they are realizing from HashiCorp.

  • Develop and maintain precise renewal forecasts by collaborating closely with Sales teams, identifying risks early, and implementing solutions to ensure alignment on renewal strategies and the achievement of key business metrics.

  • Identify customer needs and demonstrate solid account management capabilities to drive on-time renewal closure.

  • Maintain a good comprehension of HashiCorp licensing models to provide both sales and customers assistance in licensing discussions.

  • Monitor customer health metrics to proactively identify and communicate risks. Work cross functionally to develop risk mitigation strategies and drive appropriate actions with partner teams.

  • Work with wider team to provide regular and accurate updates on renewal status to management and advance as appropriate.

  • Engage customers in conversations around renewal readiness, timing and general customer needs.

  • Connect with customers on multi-year contracts via direct and indirect communication to ensure continued involvement and customer value realization.

  • Create and present renewal proposal(s) and options to customers and advise customers of upcoming contract expiration.

  • Work with Legal, Deals Desk and Sales Operations to resolve complex issues regarding approval and finalization of executable order form.

  • Partner with our Customer Success organization to review customer value achievement in order to achieve customer product adoption and high utilization.

Formação requerida
Bacharelado
Formação preferencial
Bacharelado
Experiência Profissional e Técnica Requerida

  • Public sector renewals experience, including familiarity with government contracting requirements and prior experience working with partners and value-added resellers (VARs) such as Carahsoft, DLT, etc.

  • 5+ years demonstrated success in a Renewal Account Management and/or Customer Success capacity.

  • Experience leading customer retention and adoption for both On Prem & SaaS accounts/territories.

  • Deep knowledge and expertise with both On Prem & SaaS models focused on enterprise software.

  • Advanced proficiency with contract renewal processes.

  • Initiative-taking approach with strong attention to detail, time management and organization.

  • Ability to perform under pressure

  • Team player mindset with a track record of building positive relationships with peers and cross-functional partners.

  • Top-notch customer management skills; including sales, account management, and customer service.

  • Creative problem-solving skills taking personal initiative to identify areas of process improvement and efficiency.

  • Demonstrated strong work ethic and consistent quota achievement.

  • Impressive written and verbal communication skills

Experiência Profissional e Técnica Preferencial

Hiring manager and Recruiter should collaborate to create the relevant verbiage.

Sobre a Unidade de Negócios

Do aprendizado de máquina à IA generativa, o software IBM injeta inteligência nas principais operações de negócios para tornar as empresas mais responsivas, produtivas e resilientes. O software IBM ajuda os clientes a colocar a IA em ação para agregar valor real, de forma rápida e segura, à mão de obra digital, automação de TI, modernização de aplicação, segurança e sustentabilidade. Para isso, a capacidade de usar todos os dados é fundamental, porque a IA somente será boa se os dados que a alimentam também forem. Na maioria das empresas há dados locais, dados espalhados por diversas nuvens, dados em data centers privados e na borda. A plataforma de dados e IA da IBM escala e acelera o impacto da IA com dados confiáveis, além de fornecer recursos de ponta para treinar, ajustar e implementar a IA nos negócios. A plataforma de nuvem híbrida da IBM é uma das abordagens mais abrangentes e consistentes ao desenvolvimento, segurança e operações em ambientes híbridos, atuando como uma base flexível que utiliza os dados, onde quer que estejam, para estender amplamente a IA sobre os negócios.

SEU LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.


Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.


Are you ready to be an IBMer?

Sobre a IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.


Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. 


At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.