Renewals Account Manager, Strategic Accounts - US

Renewals Account Manager, Strategic Accounts 

Location: Palo Alto, CA

Job Overview

Rubrik is seeking a highly motivated and results-driven Renewals Account Manager to join our team, focusing exclusively on managing the subscription renewal lifecycle for our Strategic Accounts within the region. In this critical role, you will be the primary owner responsible for retaining and growing revenue across our largest and most complex customer base. You will execute a high-touch renewal strategy, ensuring timely execution, maximizing customer outcomes in collaboration with the sales team. Success in this role requires strong executive presence, expert negotiation skills, and a proven ability to orchestrate internal resources across Sales, Customer Success, and Finance.

Key Responsibilities

• Strategic Renewal Execution: Own and manage the entire renewal process for a dedicated portfolio of Strategic Accounts, ensuring subscription renewals are executed 240–180 days ahead of the expiration date to maintain a high-retention rate.
• Customer and Partner Engagement: Proactively engage with both the customer's executive stakeholders and our top-tier channel partners to assess renewal risks, communicate value, and negotiate complex contract terms and pricing.
• Internal Alignment and Review: Conduct mandatory internal Account Reviews for all renewals exceeding a certain revenue threshold (ACV), coordinating alignment with Field Sales and executive leadership to ensure a unified renewal strategy.
• Negotiation and Proposal: Develop and present tailored renewal proposals, quotes, and pricing models while expertly navigating commercial negotiations to maximize revenue and margin.
• Risk Mitigation: Proactively identify and resolve all issues and friction points during the renewal cycle. Act as a strategic partner to Customer Success to eliminate risk and to drive value realization
• Operational Excellence: Maintain meticulous and accurate records of all customer interactions, forecast statuses, and renewal sentiments and activities within CRM, providing management with timely reports and strategic insights on renewal trends.

Qualifications

• Experience: 5+ years of experience in high-touch renewals, account management, or strategic sales, with a proven track record of managing and negotiating complex, multi-million dollar contracts.
• Executive Acumen: Demonstrated ability to build relationships with, and effectively communicate complex commercial terms to, senior-level and executive client stakeholders.
• Financial & Analytical Skills: Strong analytical capabilities with experience interpreting renewal data, managing financial models (ACV/ARR), and providing accurate revenue forecasts.
• Collaboration: Proven ability to work cross-functionally and lead virtual teams (Sales, CS, Finance) to achieve a common renewal goal.
• Technical Proficiency: Expert proficiency with CRM systems and forecasting tools is mandatory.
• Education: Bachelor's degree in Business Administration, Finance, or a related field