Strategic Enterprise Account Manager

🕒 March 30

🤠 Texas – Remote

🤠 Texas – Remote

💵 $133.7k - $191k / year

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

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RingCentral

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 1999

📡 Telecommunications

☁️ SaaS

Telecommunications • SaaS • Collaboration

RingCentral is a leading global provider of cloud-based communications and collaboration solutions for businesses. It offers a comprehensive suite of services including voice, video, messaging, and collaboration tools that integrate seamlessly across devices to enhance communication and productivity. Over 400,000 organizations worldwide, from small businesses to Fortune 1000 companies, rely on RingCentral to connect teams, manage customer interactions, and conduct virtual events. With its robust and secure platform, RingCentral empowers businesses to stay connected and efficient, supported by AI-driven capabilities and a strong emphasis on innovation and reliability.

📋 Description

• Co-Selling & Market Execution • Joint Sales Advocacy: Partner with SP Account Executives (AEs) to identify high-potential enterprise targets and participate in active sales cycles to close new business. • Deal Architecting: Collaborate with the SP to structure solutions that integrate our product into their broader service offering, ensuring a seamless value proposition. • Strategic Alignment: Ensure the SP’s sales teams are prioritizing our solution by demonstrating how it helps them hit their own quotas and increases their "stickiness" with the customer. • Lifecycle Relationship Management (The Triad) • SP Sales Team Partnership: Maintain a continuous feedback loop with the SP Sales Team. • End-User Success Advocacy: Maintain a direct relationship with key stakeholders at the enterprise customer level to ensure the product is delivering the expected business outcomes. • Account Health Orchestration: Host regular "Sync Sessions" with the SP Sales Team to review account health, usage trends, and potential friction points before they become issues. • Expansion & Upsell: Identify opportunities for growth within the enterprise environment and coordinate with the SP Sales Team to execute the upsell strategy. • Contract Renewals & Retention Renewal Strategy Leadership: Own the end-to-end renewal process. You lead the strategy to ensure both the SP and the end-user commit to contract extensions. • SP Sales Alignment on Renewals: Work months in advance with the SP Sales Team to prepare renewal quotes, address any competitive threats, and ensure the SP is incentivized to renew our component of the bundle. • Commercial Negotiation: Navigate three-way renewal discussions (Vendor-SP-Customer) to manage pricing, terms, and service-level agreements (SLAs).

🎯 Requirements

• 8+ years in Strategic Account Management • Proven track record of managing enterprise-level renewals through a Service Provider or Channel Partner • Ability to manage the "political" balance of supporting an SP Sales Team while simultaneously maintaining a direct relationship with their customer • Proven ability to lead complex, multi-party contract negotiations and "save" at-risk accounts • Strong understanding of SaaS/Product contract structures and the financial mechanics of Service Provider margins

🏖️ Benefits

• Comprehensive medical, dental, vision, disability, life insurance • Health Savings Account (HSA), Flexible Spending Account (FSAs) and Commuter benefits • Voluntary supplemental health coverage and life insurance • 401K match and ESPP • Paid time off and paid sick leave • Paid parental and pregnancy leave • Family-forming benefits (IVF, Preservation, Adoption etc.) • Emergency backup care (Child/Adult/Pets) • Employee Assistance Program (EAP) with counseling sessions available 24/7 • Free legal services that provide legal advice, document creation and estate planning • Employee bonus referral program • Student loan refinancing assistance • Employee 1:1 coaching, perks and discounts program