Account Manager - Renewals (East)

New Relic•Atlanta, GA

2d•$138,000 - $172,000•Remote

About The Position

We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us! Your opportunity: At New Relic, we believe in a virtuous cycle where customer success fuels improved revenue performance. Our Account Manager role is a pivotal function of an updated pod structure that sits at the intersection of Customer Success, Sales, and Product. Focused squarely on securing and growing our existing revenue base. We are a passionate, upbeat, and highly motivated group committed to exceptional customer loyalty, support, and expansion. We are seeking an Account Manager to join our team and make a positive impact in the continued success and growth of our organization. In this critical role, you will be a driver of retention, adoption, and expansion. Strong leadership ensures positive relationships and alignment across Product, Marketing, and Sales, and Support. If you are passionate about building deep, strategic customer relationships and thrive in a quota-carrying environment, let's talk!

Requirements

5+ years of experience in a quota-carrying role, managing renewals, or customer success role, closing large complex time-sensitive software contracts, preferably within the SaaS industry.
Proven ability to build deep, strategic relationships with customer contacts at all levels of technical and non-technical depth, including senior leadership and C-Level Executives.
Experience in building, analyzing, and interpreting datasets to accurately manage a pipeline for success.
A track record of identifying key customer goals and steering value-based discussions that lead to growth and expansion.
Excellent professional written and verbal communication skills that actively demonstrates true relationship-building, and the ability to work collaboratively with all internal and external points of contact effectively.
Experience in mastering time management that yields retaining loyal customers and successfully renewing contracts early and on time.
Experience using and learning new software (e.g., G Suite, Salesforce, Salesloft) MS Excel and PowerPoint presentations.

Nice To Haves

Thorough background in Observability, Application Performance Monitoring, and/or DevOps.
Experience with Consumption-based Selling and Platforms.
Experience with multiple defined Sales Methodologies including, Challenger Sale, Command of the Message, and MEDDPICC.
Contributed to building a scaled Customer Success function.
Project Management Experience (e.g., PMP, CSM, or CSPO, certifications).

Responsibilities

Utilize skills in customer success, renewals, and sales methodologies to exceed customer expectations and deliver value across multiple key performance indicators.
Drive Revenue & Retention: Function as a secondary seller within a unified pod structure, supporting the Account Executive through seamless cross-functional alignment and collaborative deal execution. Review areas of opportunity (whitespace analysis), organize and manage enablement sessions with Technical Success Managers, and partner with Solutions Consultants to drive new growth opportunities.
Secure & Negotiate Renewals: Build positive relationships with customers including economic buyers, decision-makers, champions and end-users, negotiating contracts for direct and partner managed agreements.
Mitigate Churn: Proactively identify accounts running "cold" and/or at risk (downgrades, churn, low BCM Burn Rate) and develop strategic plans to mitigate uncertainty, drive customer satisfaction, increase consumption, and maintain high renewal rates.
Deliver Expansion: Grow revenue at renewal time and throughout the customer lifecycle. Increase Billable Consumption Metric (BCM) for current subscription customers and convert Pay-As-You-Go (PAYG) customers through sub-account prospecting and finding new upsell opportunities.
Cultivate Customer Success & Adoption: Collaborate with Account Executives on accounts at key moments in the customer journey, becoming their voice within New Relic. Coordinate Customer Business Reviews, Contribute to Account Plans, Complete the Renewal Process & Discussions.
Increase Adoption: Support customer Onboarding and strengthen product knowledge through Account Health Checks, Business Value Assessments, and Enablement Sessions.
Advocate & Resolve: Collaborate with departments (Sales, Operations, Customer Solutions, Legal, and Collections) to resolve customer issues and advocate on their behalf.
Strategic Execution & Data Analysis: Effectively communicate company messages and our value proposition, both verbally and in writing.
Data-Driven Strategy: Use strong analytical skills and experience working with data to professionally advise strategy, identify industry trends, and inform economic buyers and decision-makers.
Operational Excellence: Maintain an accurate customer master record, including buying programs, contract renewal dates, customer contact information, and sentiment. Ensure proper Salesforce hygiene with thorough, accurate, and up to date information for all your accounts, opportunities, and contacts.