Strategic Enterprise Account Manager
RingCentral
full-time
Posted on:
Location Type: Remote
Location: Texas • United States
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Salary
💰 $133,700 - $191,000 per year
About the role
- Co-Selling & Market Execution
- Joint Sales Advocacy: Partner with SP Account Executives (AEs) to identify high-potential enterprise targets and participate in active sales cycles to close new business.
- Deal Architecting: Collaborate with the SP to structure solutions that integrate our product into their broader service offering, ensuring a seamless value proposition.
- Strategic Alignment: Ensure the SP’s sales teams are prioritizing our solution by demonstrating how it helps them hit their own quotas and increases their "stickiness" with the customer.
- Lifecycle Relationship Management (The Triad)
- SP Sales Team Partnership: Maintain a continuous feedback loop with the SP Sales Team.
- End-User Success Advocacy: Maintain a direct relationship with key stakeholders at the enterprise customer level to ensure the product is delivering the expected business outcomes.
- Account Health Orchestration: Host regular "Sync Sessions" with the SP Sales Team to review account health, usage trends, and potential friction points before they become issues.
- Expansion & Upsell: Identify opportunities for growth within the enterprise environment and coordinate with the SP Sales Team to execute the upsell strategy.
- Contract Renewals & Retention Renewal Strategy Leadership: Own the end-to-end renewal process. You lead the strategy to ensure both the SP and the end-user commit to contract extensions.
- SP Sales Alignment on Renewals: Work months in advance with the SP Sales Team to prepare renewal quotes, address any competitive threats, and ensure the SP is incentivized to renew our component of the bundle.
- Commercial Negotiation: Navigate three-way renewal discussions (Vendor-SP-Customer) to manage pricing, terms, and service-level agreements (SLAs).
Requirements
- 8+ years in Strategic Account Management
- Proven track record of managing enterprise-level renewals through a Service Provider or Channel Partner
- Ability to manage the "political" balance of supporting an SP Sales Team while simultaneously maintaining a direct relationship with their customer
- Proven ability to lead complex, multi-party contract negotiations and "save" at-risk accounts
- Strong understanding of SaaS/Product contract structures and the financial mechanics of Service Provider margins
Benefits
- Comprehensive medical, dental, vision, disability, life insurance
- Health Savings Account (HSA), Flexible Spending Account (FSAs) and Commuter benefits
- Voluntary supplemental health coverage and life insurance
- 401K match and ESPP
- Paid time off and paid sick leave
- Paid parental and pregnancy leave
- Family-forming benefits (IVF, Preservation, Adoption etc.)
- Emergency backup care (Child/Adult/Pets)
- Employee Assistance Program (EAP) with counseling sessions available 24/7
- Free legal services that provide legal advice, document creation and estate planning
- Employee bonus referral program
- Student loan refinancing assistance
- Employee 1:1 coaching, perks and discounts program
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
Strategic Account ManagementContract NegotiationSaaS/Product Contract StructuresFinancial Mechanics of Service Provider MarginsEnterprise-Level RenewalsUpsell StrategyDeal ArchitectingAccount Health OrchestrationLifecycle Relationship Management
Soft Skills
CollaborationRelationship ManagementNegotiationAdvocacyStrategic AlignmentFeedback Loop MaintenancePolitical Balance ManagementProblem Solving