Contrast Security is the world’s leading provider of security technology that enables software applications to protect themselves against cyberattacks, heralding the new era of self-protecting software. Contrast’s patented deep security instrumentation is the breakthrough technology that enables highly accurate assessment and always-on protection of an entire application portfolio without disruptive scanning or expensive security experts. Only Contrast has sensors that work actively inside applications to uncover vulnerabilities, prevent data breaches, and secure the entire enterprise from development to operations to production.
About the Position
The Renewal Account Manager is responsible for the renewal of customer subscriptions in their assigned territory; this includes customer notification of upcoming renewal, discussing changes to their contract, and providing quotes directly to customers. In this role, you will own, drive and manage the renewal process, which will include working with customers, partners, resellers as well as Contrast sales and customer success personnel. The successful candidate will have sound sales experience, strong negotiation expertise, combined with strong interpersonal and organizational skills.
Responsibilities
- Drive the renewals process in collaboration with the account team to preserve and improve customer contracts and relationships
- Actively engage with key decision makers to identify customer requirements and uncover roadblocks to ensure on-time commitments
- Maintain and report an accurate weekly forecast of renewal bookings for your assigned accounts
- Negotiate and execute renewal contracts (in partnership with legal) that align to customer goals
- Identify upsell/cross-sell opportunities upon contract renewal to maximize customer growth
- Communicate risk, develop resolution strategies, escalating wherever appropriate
- Serve as the voice of the customer and collect feedback to drive continuous improvement across all areas including product
- Be accountable for maintaining accurate customer renewal records including licenses, software expiration dates, customer contact information
- Prepare renewal proposals and quotes
- Process all renewal activities for your assigned accounts, ensuring timely and accurate renewals are in place for all expiring contracts
- Work with customers to resolve any issues which may be preventing them from maintaining a relationship with Contrast
- Effectively communicate company messages, value propositions, etc. verbally and in writing
- Collaborate with departments across the organization to advocate for the customer and work together to resolve any issues
- Uncover accounts which may be at risk and develop plans to mitigate it
- Recognize trends to help develop programs which maximize retention
Qualifications
- Bachelor’s Degree required (or combo of education and experience)
- Quota Carrying experience (e.g., Renewals, Enterprise Sales, Account Management), preferably in a SaaS organization
- Discovery, negotiation and closing skills
- Superb customer service skills are required
- Experience handling a pipeline and closing large contracts
- Ability to uncover procurement contacts, processes and timelines
- Work with creative, problem solving mindset
- Self-motivated, proactive, energetic team player
- Takes an active interest in increasing customer happiness and deepening customer relationships
- Extraordinary time and process management skills, ensuring nothing slips through the cracks
- Ability to work with multiple dynamic teams in a fast-paced environment
- Must have a follow up mindset with a proactive approach and a high level of communication
We are focused on building a diverse and inclusive workforce. If you’re excited about this role, but do not meet 100% of the qualifications listed above, we encourage you to apply.
What We Offer
Salary and Other Compensation
This position’s standard base pay range is $100,000 - $135,000 annually. This position is also eligible for a VCP and equity package subject to the terms of the Company’s applicable plans. When determining a candidate’s compensation, we consider several factors: geography, skill set, experience, job scope, and current market data.
Benefits
Contrast Security offers the following benefits for this position, subject to applicable eligibility requirements: Medical Insurance, Dental Insurance, Vision Insurance, 401(k) Retirement Plan with Employer Match, Life Insurance, Long Term Disability Insurance, Short Term Disability Insurance, Transit, and Commuter benefits, Flexible PTO, 56 hours of Annual Sick time, Paid Parental Leave and Paid Holidays.
Disclaimer
The salary, other compensation, and benefits information are accurate as of the date of this posting. The Company reserves the right to modify this information at any time, subject to applicable law.
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We are changing the world of software security. Do it with us.
We believe in what we do and are passionate about helping our customers secure their business.
If you’re looking for a challenge and want to enjoy where you work, you’ll love Contrast Security.
Contrast Security is committed to a diverse and inclusive workplace. We are an equal opportunity employer, and our team is comprised of individuals from many diverse backgrounds, lifestyles, and locations. At Contrast, we strive to build diverse teams that reflect the people we want to empower through our products. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. Equal Opportunity is the Law, and Contrast is proud to be an equal-opportunity workplace. If you have a specific need that requires accommodation, please let a member of the People Team know.
By submitting your application, you are providing Personal Information about yourself (cover letter, resume, email address, etc.) and hereby give your consent for Contrast Security, Inc. and/or our HR-related Service Providers to use this information for the purpose of processing, evaluating and responding to your application for current and future career opportunities. If you are a resident of the European Economic Area or are applying for a position in the European Economic Area, Contrast’s Privacy Statement reflects our policies around compliance with the General Data Protection Regulation (“GDPR”) and your rights respective to GDPR as a California resident, you are entitled to certain rights under CCPA: The California Consumer Privacy Act of 2018 (“CCPA”) will go into effect on January 1, 2020. Under CCPA, businesses must be overtly transparent about the personal information they collect, use, and store on California residents. CCPA also gives employees, applicants, independent contractors, emergency contacts, and dependents (“CA Employee”) new rights to privacy.
Recruitment Agencies: Although we value the services you provide, at this time, we are only accepting resumes from agencies, headhunters, or other suppliers who have signed a formal agreement with us.
