Director, Account Management
TD SYNNEX
full-time
Posted on:
Location Type: Office
Location: Clearwater • Arizona • Florida • United States
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Job Level
Tech Stack
About the role
- Build, lead, and mentor a high-performing Account Management team responsible for subscription renewals and expansion revenue.
- Act as a player-coach, directly owning renewals and expansions for strategic, high-value, or at-risk accounts.
- Establish and refine scalable processes for renewal forecasting, expansion pipeline management, and deal execution.
- Define best practices for account planning, value-based renewal conversations, and expansion identification.
- Hire, onboard, and develop Account Managers as the business scales.
- Own and drive successful, on-time renewals across assigned strategic accounts.
- Lead complex renewal and expansion negotiations involving pricing, multi-year agreements, and portfolio expansions.
- Partner with Account Executives, Sales Engineering, and Customer Success to align technical value, adoption, and commercial outcomes.
- Maintain accurate renewal and expansion forecasts and ensure CRM data integrity.
- Proactively identify and mitigate renewal risk, escalating issues as needed.
- Serve as an executive-level commercial contact for key customers, building long-term trusted relationships.
- Collaborate closely with reseller and channel partners to coordinate renewals, pricing strategy, and expansion motions.
- Navigate complex procurement processes and multi-stakeholder buying committees.
- Ensure a seamless customer experience across direct and partner-led engagements.
- Partner with Sales Leadership to align renewal and expansion strategy with broader revenue goals.
- Work with Finance and Legal on deal structure, pricing approvals, and contract terms.
- Provide voice-of-the-customer feedback to Product and GTM teams to inform roadmap and packaging decisions.
- Help shape customer revenue strategy, including segmentation, coverage models, and success metrics.
Requirements
- 8+ years of experience in Account Management, Customer Revenue, or Sales, preferably in cybersecurity or enterprise SaaS.
- Prior experience leading or mentoring Account Managers, ideally in a high-growth environment.
- Proven success owning renewals and expansion within complex enterprise and mid-market accounts.
- Experience working with channel or reseller partners in a subscription-based business model.
- Strong commercial and financial acumen, including forecasting, pricing, and contract negotiation.
- Ability to operate effectively as both a strategic leader and hands-on contributor.
- Excellent communication, executive presence, and stakeholder management skills.
Benefits
- Competitive compensation with leadership-level incentives tied to retention and expansion performance.
- Comprehensive benefits package.
- Clear growth path into senior revenue leadership roles.
- A collaborative, high-performance culture focused on customer trust, innovation, and long-term value creation.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
renewal forecastingexpansion pipeline managementdeal executionaccount planningpricing negotiationcontract termsfinancial acumensubscription-based business modelcustomer revenue strategystakeholder management
Soft skills
leadershipmentoringcommunicationexecutive presencerelationship buildingstrategic thinkingproblem-solvingcollaborationadaptabilitycustomer experience