Senior Renewals Account Manager

Riverbed, the leader in AIOps for observability, helps organizations optimize their users’ experiences by leveraging AI automation for the prevention, identification, and resolution of IT issues. With over 20 years of experience in data collection and AI and machine learning, Riverbed’s open and AI-powered observability platform and solutions optimize digital experiences and greatly improve IT efficiency. Riverbed also offers industry-leading

Acceleration solutions that provide fast, agile, secure acceleration of any app, over any network, to users anywhere. Together with our thousands of market-leading customers globally – including 95% of the FORTUNE 100 – we are empowering next-generation digital experiences. Learn more at riverbed.com

Position

Title: Senior Renewals Account Manager - APJ

Location: Singapore or Japan

Language Proficiency: Korean, Japanese and English

The Renewals Manager manages and sells Riverbed software maintenance renewals in the APJ theater. This role facilitates renewals through Riverbed channel partners, Riverbed’s sales force and direct to Riverbed customers. The Support Renewals Manager will manage and maintain Support & Subscriptions contracts while growing support revenues through renewing and reinstating such contracts.

What You Will Do

• Confidently engaging in direct communication with end-user customers and Riverbed channel partners.
• Preparation of Enterprise and SMB renewal quotes for maintenance contracts within 90 - 120 days prior to expiration and book orders as they are received.
• Review and interpretation of contractual terms and conditions. Proposed creative deal structures and lead pricing negotiations.
• Validation of customer asset lists.
• Contact and follow-up with customers and partners to ensure timely maintenance renewal.
• Understand product, systems and processes to assist in selling maintenance renewals. Ensuring contractor/partner/customer awareness and understanding of applicable product elements.
• Assist customers with any product discrepancies in their install base to include license reconciliations and audits.
• Manage customer requests for contract merges, transfers and licenses purges.
• Field inbound calls from various sources and work to understand and satisfy the request.
• Partner with field sales to save any potentially lost maintenance renewal.
• Track contract non-renewal including reasons for cancellation.
• Prepare forecasts of maintenance renewal bookings within a 10% accuracy rate.
• Timely resolution of backlog in assigned territory.
• Collaborate with marketing, support, sales management, product management and account management to facilitate new programs, messages, campaigns, and offerings.
• Ensure reporting and communications is frequent and bi-directional.

What Makes You An Ideal Candidate

• 5+ year previous experience in sales, specifically software maintenance renewals, is preferred.
• Must be proficient in Korean, Japanese and English.
• Must thrive in a quota driven environment.
• Must have the ability to negotiate and up-sell maintenance offerings and build relationships both internally and externally.
• Account planning experience and involvement in the alignment of sales, channel, professional services and training teams around renewal events.
• Ability to forecast maintenance bookings and a strong desire and willingness to learn.
• Apt ability to multi-tasker and juggle priorities to facilitate on-time Maintenance & Support Renewals. Experience structuring deals and excel at creative problem solving.
• Excellent organizational skills with the ability to take initiative and work proactively with minimal supervision.
• Must possess excellent customer service skills with an orientation towards helping the customers.
• Strong working knowledge of Microsoft Office, Oracle and Salesforce.com applications is desired.
• Basic understanding of telecommunications, networking and IP technology solutions is preferred.
• Bachelor’s Degree or Equivalent Work Experience.

What We Offer

Our employee benefits including flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives are some of the reasons why we have had great success in bringing in new talent. In addition, our global employee wellness programs are crafted to support the physical, emotional, and financial well-being of our employees.

Benefits & Perks vary by Country.

About Riverbed

With a 20-year history of innovation, Riverbed is agile and proven—and we continue to disrupt the market with differentiated solutions that help customers deliver secure, seamless digital experiences and accelerate enterprise performance. We are relentlessly customer-first: we listen, learn, and act with urgency to solve real problems and earn trust every day. We pair bold ideas with operational efficiency, simplifying how we work, focusing on what matters most, and delivering with quality and speed. Fueled by a will to win, we set ambitious goals, hold ourselves accountable, and raise the bar through measurable outcomes. At the center of it all are our people—bringing our best selves to work with a shared commitment to excellence, transparency, and open communication. We strive to be an inclusive, fair, and enjoyable workplace where respect and wellbeing are prioritized. We are committed to our people, partners, and customers while supporting the communities where we work and live. It’s the Power of WE that binds us together and drives high-impact success.

Riverbed is an equal employment opportunity/Affirmative Action (EEO/AA) employer and provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity or expression, national origin, age, physical disability (including HIV and AIDS), mental disability, medical condition, pregnancy or child birth (including breast feeding), sexual orientation, genetics, genetic information, marital status, veteran status or any other basis protected by and in accordance with applicable federal, state and local laws.

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