Customer Success Renewal Representative, Enterprise

Veeam is the Data and AI Trust Company, specializing in helping organizations ensure their data and AI are fully understood, secured, and resilient to enable the acceleration of safe AI at scale. As the market leader in both data resilience and data security posture management, Veeam is built for the convergence of identity, data, security, and AI risk. Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 550,000 customers worldwide, who trust Veeam to keep their businesses running. Join us as we go fearlessly forward together, growing, learning, and making a real impact for some of the world’s biggest brands.

About the Role

The Renewal Account Manager (Enterprise Accounts) owns the end-to-end renewal of subscription and maintenance contracts for Enterprise accounts in their assigned territory. Working closely with Enterprise Account Managers, Customer Success, and Sales Engineering, the Renewal Account Manager runs a proactive renewal motion, engaging accounts up to six months ahead of expiry to reduce churn risk and align on renewal and growth strategy. Beyond on-time renewals, the role grows contract value through uplifts, expansion, migrations, and upsell of premium offerings. Day to day, this means coordinating the account team, running deals with customers and partners, and preparing quotes to deliver predictable bookings.

What You’ll Do

Responsible for overachieving Quota tied to territory Renewal and Expansion goals

Effectively manages annual pipeline and successfully renew customers’ renewal contracts

Forecast, analyzes data, provides insights and suggests strategies

Proactive engagement with customers with the goal to educate customers of product features, additional products, tie it to the business outcomes, close renewals and grow account by selling and closing Upgrade Licenses

Understand who the stake holders at the customer and at partner, what matters to them, and work backwards.

Cold call customers with lapsed support, with the goal to reactivate support.

Work cross functionally with Sales, Customer Success, Deal Desk, Legal Department, others to prepare Enterprise Renewals Agreements, Special Terms, Create NSQs, expansion of Veeam footprint in accounts

Effectively negotiate Renewals offers at all levels

Accurate forecasting, business analysis and sharing insights

Ensure appropriate support to Veeam’s channel partners, to successfully close renewal and additional licenses

Accurate and timely records all activities on customer/partner record in Veeam's customer relationship management system (SalesForce.com)

Impeccable Salesforce hygiene

Prioritize workload in order to meet all KPIs, goals and objectives

Execute best practices – Rhythm of Renewal – for operational and collaboration hygiene that ultimately leads to the fruition of renewal key performance indicators.

Manage churn risks by co-owning a Renewal Close Plan which brings together different stakeholders, specific deliverables, timelines, to overcome the challenges and retain the renewal with Veeam.

What You’ll Bring

Minimum of 3 years relevant work experience is one or more of the following: Sales, Account Management, Customer Success Account Management, Renewals, Account Management

Analytical skills, advanced usage of Excel

Proven track record of overachievement of quota and KPIs

Experienced with providing consulting or support to large scale, enterprise level accounts with technically complex configurations and high volumes of transactions/load

Ability to effectively lead efforts to handle complex customer requests and escalations within a multi-functional team

Good communication skills with demonstrated ability to effectively communicate and influence at all levels of an organization, including executive level

Good organizational skills with the proven ability to prioritize and multi-task to meet deadlines and quotas

Ability to work in a semi-autonomous and fast-pace