Director, Account Management

TD Synnex•Clearwater, SC

19h

About The Position

About the Role We are seeking a Director of Account Management to lead, scale, and actively participate in our customer renewal and expansion motion. This role is ideal for a commercially strong leader who enjoys owning key customer relationships personally while building and developing a high-performing Account Management team. You will be accountable for net revenue retention, renewal execution, and expansion growth across a portfolio of enterprise and mid-market customers. As both a leader and individual contributor, you will personally manage strategic and complex accounts while coaching Account Managers on best practices for renewals, expansions, and partner-led deal execution. This role is highly cross-functional and will work closely with Sales, Customer Success, Sales Engineering, Finance, Legal, and our reseller/channel partners.

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.

Responsibilities

Account Management Leadership & Team Development
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.
Renewal & Expansion Execution
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.
Customer & Channel Engagement
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.
Cross-Functional & Strategic Collaboration
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.

Benefits

A leadership role at a top-rated, fast-growing cybersecurity company during a key scale phase.
Opportunity to shape and lead the Account Management function while remaining close to customers and deals.
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.
Elective Benefits: Our programs are tailored to your country to best accommodate your lifestyle.
Grow Your Career: Accelerate your path to success (and keep up with the future) with formal programs on leadership and professional development, and many more on-demand courses.
Elevate Your Personal Well-Being: Boost your financial, physical, and mental well-being through seminars, events, and our global Life Empowerment Assistance Program.
Diversity, Equity & Inclusion: It’s not just a phrase to us; valuing every voice is how we succeed. Join us in celebrating our global diversity through inclusive education, meaningful peer-to-peer conversations, and equitable growth and development opportunities.
Make the Most of our Global Organization : Network with other new co-workers within your first 30 days through our onboarding program.
Connect with Your Community: Participate in internal, peer-led inclusive communities and activities, including business resource groups, local volunteering events, and more environmental and social initiatives.