Renewal Account Manager

Contrast Security Named One of the Hottest Cybersecurity Companies in the 2024 Citizens JMP Securities LLC Cyber 66 Report

Contrast recognized for its innovation in Runtime Security

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

This role is part of the Deal Desk team.  The Renewal Account Manager is responsible for the renewal of customer subscriptions 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.  This role will also support the Deal Desk by preparing renewal/expansion quotes and new business quotes.  You will review and approve non-standard pricing requests and ensure all required approvals are obtained and documented. Review that new expansion renewal transactions follow internal revenue recognition guidelines and operational guidelines.  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

• Partner with the Legal Team to document non-standard terms or commitments and mitigate legal risk

• Identify upsell/cross-sell opportunities upon contract renewal to maximize customer growth

• Serve as the voice of the customer and collect feedback to drive continuous improvement across all areas including product

• Maintain and report an accurate weekly forecast of renewal bookings for your assigned accounts

• Be accountable for maintaining accurate customer renewal records including licenses software expiration dates customer contact information

• Prepare renewal/expansion and new business quotes

• Process all renewal activities 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

• Recognize trends to help develop programs which maximize retention

Qualifications

• Bachelor’s Degree in Business or another relevant field

• 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

What We Offer

Salary and Other Compensation

This position's standard base pay range is $100000 - $120000 annually. This position is also eligible for a 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.

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”). 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.

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