Renewals Account Manager, iG&E

Available Location: Singapore 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 (RAM) partner with the wider Organization to ensure our customers are set up for success with their contract terms. The different teams that the RAM works closely with are Customer Success Managers, Account Executives, and Operations) who all work together to help our customers adopt Cloudflare and create reliable and secure Internet experiences for all.
The position's portfolio will be targeting the iG&E segment (including gaming, infotainment and others) across APJC.
What you'll do
As a Renewals 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 renewals including maintaining and reporting an accurate weekly /monthly / quarterly forecast
• Contract holder engagement throughout the entire customer lifecycle and when appropriate
• 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
• Work with both customers and partners during the renewal process
• 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 Field sales
• 3+ 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