In this role, you will own the renewal lifecycle for Rubrik’s Strategic Accounts in the region, driving retention and revenue growth through high-touch renewal strategies. You collaborate with Sales, Customer Success, and Finance to shape and execute renewal plans that maximize value for executive stakeholders and partners. You will negotiate complex terms and pricing to protect margin, while proactively mitigating renewal risks. This role offers impact through cross-functional leadership on strategic, multi-million dollar contracts in a fast-moving AI and security landscape.
Responsibilities
Own and manage the renewal process for Strategic Accounts, initiating 240–180 days before expiry
Engage with executive stakeholders and top-tier channel partners to assess renewal risk, communicate value, and negotiate terms
Lead internal Account Reviews for renewals above a revenue threshold, aligning with Field Sales and executive leadership
Develop and present tailored renewal proposals, quotes, and pricing models; navigate commercial negotiations to maximize revenue and margin
Identify and resolve renewal friction points in collaboration with Customer Success
Maintain accurate CRM records and provide management with renewal forecasts and insights
Key requirements
5+ years in high-touch renewals, account management, or strategic sales with experience managing complex multi-million dollar contracts
Proven ability to build relationships with senior-level and executive stakeholders and explain complex commercial terms
Strong analytical skills with experience interpreting renewal data and managing ACV/ARR alongside revenue forecasts
Cross-functional collaboration skills; ability to lead virtual teams across Sales, CSM, and Finance
Proficiency with CRM systems and forecasting tools
Bachelor's degree in Business Administration, Finance, or related field
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