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VMware Senior Manager, SaaS Renewals (Customer Success Account Management) in Boston, Massachusetts

Senior Manager, SaaS Renewals (Customer Success Account Management)

CloudHealth by VMware is the global market leader in Cloud Management and the most trusted software platform used to accelerate business transformation in the cloud. CloudHealth by VMware is looking for a highly motivated individual who will manage a team of 6 to 8 people responsible for contract renewals, commercial account management and business growth.

The Elevator Pitch: Why will you enjoy this new opportunity?

You are a customer-focused, high-energy leader with a passion for driving positive business outcomes, solving problems and empowering your team to do their best. You have a track record of leading a team of account managers who are focused on RENEWALS

*What is primary need, technical challenge, and/or problem you will be responsible for? *

We need a dedicated and experienced Account Management or Customer Success professional who has meaningful experience leading a team focused on building customer relationships, establishing success criteria and ensuring delivery that leads to a successful renewal. The right candidate will have experience with deal management and negotiation, ideally in a B2B SaaS capacity.

*Success in the Role: What are the performance goals over the first 6-12 months you will work toward completing? *

Immediately and in an ongoing manner you will:

  • Lead a team of Corporate Account Managers and support them as they manage their book of accounts with a focus on renewing customer contracts and enabling business growth

  • Drive successful performance against established goals and KPI’s

  • Support the development of key customer relationships, participate in customer meetings and assist with any needed escalations

  • Monitor and improve customer health scores

  • Partner internally to mitigate churn risk

  • Maintain records using Salesforce.com and Gainsight, ensure the platform is properly utilized by the team and demonstrate pipeline management diligence

  • Work productively within the broader VMware ecosystem

  • Own recruiting, hiring, training and coaching for your team

*What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis? *

As part of CloudHealth’s world-class Customer Success organization, you will:

  • Manage a quota of renewals and deliver against established goals

  • Demonstrate excellent leadership and interpersonal skills working internally and externally

  • Form trusted customer relationships with executive sponsors, economic buyers, champions and end users at the Enterprise level

  • Develop account strategies and action-oriented plans to support renewals and expansion

  • Conduct compelling presentations focused on customers outcomes and demonstration of product value

  • Build, scale and upskill the team

  • Take a strategic approach to problem solving and drive impactful process improvements

  • Travel (post-COVID) up to 25-50% to meet with customers and attend events

What is the leadership like for this role? What is the structure and culture of the team like?   

The senior leaders in the Customer Success organization have extensive industry and function expertise as well a track record of success.

The CAM team is made of up versatile professionals who are dedicated to customer satisfaction and the continued growth of CloudHealth. As technology continues to evolve, so will the needs of our customers. We are dedicated to hiring individuals with exceptional communication and relationship management skills, a passion for excellence, adaptability, and intellectual honesty.

What are the benefits and perks of working at VMware?    

You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting www.benefits.vmware.com (http://www.benefits.vmware.com/) .  

  • Employee Stock Purchase Plan  

  • Medical Coverage, Retirement, and Parental Leave Plans for All Family Types  

  • Generous Time Off Programs  

  • 40 hours of paid time to volunteer in your community   

  • Rethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilities  

  • Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)  

  • Healthy and local inspired snacks in all our pantries   

This job requisition is not eligible for employment-based immigration sponsored by VMware

Category : Sales

Subcategory: Services Sales

Experience: Business Leadership

Full Time/ Part Time: Full Time

Posted Date: 2021-01-06

VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at http://careers.vmware.com.

Equal Employment Opportunity Statement: VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. Vmware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.

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