Strategic Enterprise Account Manager

RingCentral

3d•Remote

About The Position

This role is remote, with a strong preference for a candidate based in Dallas, TX Say hello to opportunities. It’s not everyday that you consider starting a new career. We’re RingCentral, and we’re happy that someone as talented as you is considering this role. First, a little about us, we’re a $2 Billion annual revenue company with double digit Annual Recurring Revenue (ARR) and a $93 Billion market opportunity in UCaaS, Contact Center and AI-powered adjacencies. We invest more than $250 million annually to ensure our AI-enabled technology and platforms meet or exceed the needs of our customers. RingSense AI is our proprietary AI solution. It’s designed to fit the business needs of our customers, orchestrated to be accurate and precise, and built on the same open platform principles we apply to our core software solutions. This is where you and your skills come in. We’re currently looking for: A Strategic Enterprise Account Manager. The Strategic Enterprise Account Manager is the lead overlay consultant responsible for the health and growth of our product within a Service Provider’s (SP) enterprise portfolio. This role requires a "triad" management approach: you must align with the SP Sales Teams to win business, provide high-touch advocacy for the End-Customer, and lead the Contract Renewal process to secure long-term revenue. You are the bridge that ensures the SP Sales Team remains successful and the End-Customer remains satisfied.

Requirements

Experience: 8+ years in Strategic Account Management, with a proven track record of managing enterprise-level renewals through a Service Provider or Channel Partner.
Relationship Orchestration: Ability to manage the "political" balance of supporting an SP Sales Team while simultaneously maintaining a direct relationship with their customer.
Renewal & Retention Expertise: Proven ability to lead complex, multi-party contract negotiations and "save" at-risk accounts.
Commercial Diplomacy: Strong understanding of SaaS/Product contract structures and the financial mechanics of Service Provider margins.

Responsibilities

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. Act as their "secret weapon" by providing the insights and support they need to manage the account effectively.
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).

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