Renewals Account Manager - Western Region

Job Description

POSITION TITLE: Renewal Account Manager, Western

The Renewal Account Manager (RAM) is responsible for driving the end-to-end renewal lifecycle for assigned customers in a defined Geo. As part of Teradata’s Go-To-Market (GTM) organisation, this position will serve as the primary sales responsible for renewing customers and Cloud aaS sales. The RAM will partner closely with the Account team to ensure effective account collaboration and cancels and erosions prevention.

The RAM will be responsible for managing a number of customers to business objectives including recurring revenue retention and growth, on-time renewal execution, Cloud aaS sales, and outlook accuracy. The RAM will work with the account team on account planning to identify customer needs/risks and opportunities both in preparation for upcoming renewals as well as mid-term adjustments and Cloud aaS opportunities. The RAM is responsible for being the expert in Teradata’s renewal/sustainment strategy and works directly with the customer to negotiate standard and custom renewals including terms, SLAs and penalties. The RAM will align the renewal strategy with the Account Executive and wider account team to achieve optimal results.

A key responsibility of the RAM is completing and executing preventive actions on Cancellations and Erosions, leveraging early insights and collaborating with Customer Success Management, Services Delivery Management and Customer Services Management. The RAM will be responsible for the development, application and delivery of cancel and erosion save plans, with the aim to increase customer retention and revenue retention; in addition to the identification of upsell and cross sell.

PRIMARY RESPONSIBILITIES

As an integrated member of the GTM account team, this role is primarily responsible for retaining recurring revenue across Teradata’s business through exceptional renewal sales execution. This includes building and maintaining strong partnerships with both internal and customer stakeholders.

Renewal Scope Areas Include:

• Renewals includes any revenue in Teradata that has been previously sold and should be retained through repeat contracting on a scheduled basis, including Term, Cloud, Maintenance and SWUR.
• Turn-key Renewals: RAM will own the oversight of the renewal process, managing customer engagement supported by the process from the back office teams.
• Complex Renewals: RAM will own full lifecycle of the renewal, once the initial quote has been developed by the back office teams, RAM will refine, discuss, negotiate and close the renewal directly with the customer and Account teams.
• Cloud, Maintenance and Success Services: RAM will own the full lifecycle of the renewal from quote to completion. RAM will refine, discuss, negotiate and close the renewal directly with the customer
• Upsell/Cross-Sell/New-Sell: In certain circumstances the RAM will own the sales cycle for the generation of new revenue. This will be part of the normal renewal lifecycle in accounts, where there is opportunity to expand the scope of the renewal to new business, like increasing a customer support Success Tier and Cloud aaS.
• Customer Presentations: Prepare and deliver customer presentations to align with business objectives and ensure common understanding of scope of work and renewal strategy. Renewal Contract documentation: Be responsible for overseeing or/and preparation & development of renewal contract/SOW as necessary.
• Understand, position and sell Cloud aaS as part of new logo acquisition and existing accounts by using renewal events to drive Cloud sales alongside the account team.

Account planning, selling and negotiating are core elements of success in this role. This role will focus on:

• Effective account planning and renewal preparation, leveraging the entire Teradata portfolio to protect and drive recurring revenue growth
• Renewing Teradata's recurring revenue footprint with existing customers with on-time accuracy and oversight of all contract lifecycle management activities
• Creation and execution of Cancel and Erosion save plans, with the aim to increase customer retention and revenue retention.
• Maintaining forecast accuracy and participating in Sales Outlook cadence calls
• Participate in quarterly services delivery and operational excellence reviews
• Capable of understanding Teradata analytic technology, to find the customer value and competitive position that drives price in opportunities for customer use of Teradata products and services
• Creative thinker able to come up with alternatives that increase offer effectiveness and protect current and future price realization
• Ability to work closely with sales and sales management, and draw on other, often remote company resources
• The ability to professionally discuss business issues with management and offer advice and alternatives
• Ability to review and interpret complex contract/customer agreement detail

It will be vital for the RAM to build strong relationships and drive collaboration with other functions in the business.

MINIMUM REQUIREMENTS AND QUALIFICATIONS

• BSc/BA degree or equivalent
• 8+ years related work experience
• Demonstrated sales success managing account relationships and developing new account opportunities
• Ability to work with multiple Customers at the same time including capturing each engagement’s discussions, notes, follow-up, issues, etc.
• Ability to work successfully at the intersection of business, technology and services and translate/communicate across both
• Presence: enthusiastic and high energy, but also poised, confident and extremely professional
• Innovative and assertive, with the ability to pick up new technologies and assess situations quickly
• Fluent in the following tools:
• Salesforce, Excel, PowerPoint, SharePoint
• ERP, Install Base and Contract Lifecycle Management solutions
• ITIL certification desired
• Advanced interpersonal, listening and communication skills, including presentation and facilitation skills, and a track record of effectively communicating with and influencing at all levels
• Must possess excellent verbal and written communication skills.
• Proven project and time management skills with ability to thrive in a fast-paced, team environment and handle multiple tasks simultaneously.
• Demonstrate personal and professional values consistent with Teradata’s values.
• Be highly collaborative, transparent, organised, detail oriented and a stickler for accuracy