Original listing text, shown exactly as published by the company.
About the role
We are seeking a dedicated Renewals Account Representative with a proven track record in sales and account management, ideally with experience in open source or similar enterprise software environments. The Renewals Account Rep will play a critical role in ensuring the continued success and satisfaction of our existing customer base by focusing on contract renewals and opportunities for account expansion. This position is perfect for a sales professional who has contributed to the customer retention efforts for early-stage enterprise products in an entrepreneurial setting. As a Renewals Account Rep you will be a key player in our growth strategy, directly contributing to the stability and expansion of our recurring revenue.
What you'll be doing
- Develop and implement a comprehensive strategy for contract renewals, focusing on maximizing retention rates and identifying upsell and cross-sell opportunities within our existing customer base.
- Work closely with account executives to ensure a seamless renewal process, understanding customer needs and aligning our solutions to meet those needs.
- Working several quarters ahead of renewal dates to ensure customer readiness, engaging with the broader account team, partners and customer health data to identify renewal risk, and partner on remedial actions aimed at securing renewal.
- Identify expansion opportunities to generate additional revenue, driving those opportunities to closure and/or ensuring that the appropriate account team are engaged to maximize the opportunity
- Act as the primary point of contact for renewal-related inquiries, building and maintaining strong relationships with our customers to ensure their continued satisfaction and loyalty to Kong.
- Conduct account reviews and planning to forecast renewals accurately, identify at-risk accounts early, and implement strategies to address potential churn.
- Leverage customer feedback and insights from the renewal process to contribute to product development and improvement initiatives.
- Represent Kong with the utmost professionalism, providing exceptional support and guidance to our customers throughout the renewal process.
- Fulfill any additional tasks as required by the manager.
What you'll bring
- A genuine commitment to ensuring customers see the value and benefit from their investment in Kong.
- 2+ years of experience in sales, sales development, or account management, with a preference for candidates with a background in enterprise software; knowledge of open source, APIs, and/or infrastructure software is highly advantageous.
- Demonstrated ability to maintain and grow customer relationships, with a strong focus on achieving high retention rates.
- Excellent communication, interpersonal, and negotiation skills, capable of effectively managing customer expectations and closing renewals.
- A results-driven approach, motivated by meeting and exceeding targets and objectives.
- Strong analytical skills to track and forecast renewal metrics, coupled with a strategic mindset to identify growth opportunities within the existing customer base.
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