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Renewal Account Manager - job 2 of 10

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Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

What you get to do in this role:

Negotiate all facets of renewal contracts. Develop win/win negotiation strategies that maximize contract value while enhancing the customer relationship and the value they are realizing from ServiceNow.
Identify customer needs and demonstrate account management capabilities to guide renewal closure.
Maintain an understanding of ServiceNow licensing models to provide both sales and customers assistance in licensing discussions.
Monitor customer health metrics to identify risks. Develop risk mitigation strategies and guide appropriate actions with partner teams.
Work with wider team to provide regular and accurate updates on renewal status to management and escalate when needed.
Engage customer in conversations around renewal readiness, timing and general customer needs.
Connect with customers on multi-year contracts to ensure continued engagement and customer value realization.
Present renewal proposal(s) and options to customer and notify customer of upcoming contract expiration.
Work with Legal, Deals Desk and Sales Operations to resolve complex issues regarding approval and finalization of executable OF.
Partner with our Customer Success organization to review customer value achievement to achieve customer product adoption and high use.

Qualifications

To be successful in this role you have:

Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
5+ years demonstrated success in a Renewal Account Management or Customer Success capacity.
Experience leading customer retention and adoption of a SaaS product for complex accounts/territories.
Advanced proficiency with contract renewal processes.
Experience building relationships with peers and partners.
Excellent customer management skills; including sales, account management, and customer service.
Personal initiative to identify areas of process improvement and efficiency.
Strong work ethic and quota achievement.
Deep expertise with a SaaS model focused on enterprise software preferred.

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.

ServiceNow Glassdoor Company Review

4.5

ServiceNow DE&I Review

4.6

CEO of ServiceNow

Bill McDermott

Approve of CEO

Average salary estimate

$100000 / YEARLY (est.)

min

max

$80000K

$120000K

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What You Should Know About Renewal Account Manager, ServiceNow

As a Renewal Account Manager at ServiceNow, based in Waltham, Massachusetts, you'll embark on an exciting journey where you will play a pivotal role in maintaining and enhancing customer relationships. Your day-to-day will revolve around negotiating renewal contracts, creating win/win strategies that not only maximize contract value but also deepen the relationship with customers. With your keen understanding of ServiceNow's licensing models, you'll assist both sales teams and customers during discussions, ensuring everyone stays informed. Monitoring customer health metrics will be essential as you identify potential risks and develop mitigation strategies in collaboration with your partner teams. Regular engagement with your customers will be key, guiding them through renewal readiness and presenting tailored options when their contracts are approaching expiration. Moreover, your collaboration with our Customer Success organization will help achieve and showcase the value customers are realizing from our solutions. If you have at least five years of experience in a similar capacity, particularly with SaaS products, along with a knack for integrating AI into workflows, you’ll feel right at home here. Our team values diversity and unique experiences, and we invite anyone who dreams big to apply, even if you don’t meet every single qualification. We’re excited to see how you can contribute to making the world work better for everyone!

Frequently Asked Questions (FAQs) for Renewal Account Manager Role at ServiceNow

What are the responsibilities of a Renewal Account Manager at ServiceNow?

The Renewal Account Manager at ServiceNow is primarily responsible for negotiating renewal contracts and developing strategies that enhance customer relationships while maximizing contract value. They guide renewal closures by identifying customer needs and maintaining a solid understanding of ServiceNow's licensing models. Additionally, they monitor customer health metrics to identify risks and collaborate with teams to ensure customer satisfaction and product adoption.