[Remote] Senior Renewals Account Manager - APJ

Note: The job is a remote job and is open to candidates in USA. Riverbed Technology is a leader in AIOps for observability, helping organizations optimize user experiences through AI automation. The Senior Renewals Account Manager will manage and sell software maintenance renewals, engaging with channel partners and customers to ensure timely renewals and grow support revenues.ResponsibilitiesConfidently engaging in direct communication with end-user customers and Riverbed channel partnersPreparation of Enterprise and SMB renewal quotes for maintenance contracts within 90 - 120 days prior to expiration and book orders as they are receivedReview and interpretation of contractual terms and conditions. Proposed creative deal structures and lead pricing negotiationsValidation of customer asset listsContact and follow-up with customers and partners to ensure timely maintenance renewalUnderstand product, systems and processes to assist in selling maintenance renewals. Ensuring contractor/partner/customer awareness and understanding of applicable product elementsAssist customers with any product discrepancies in their install base to include license reconciliations and auditsManage customer requests for contract merges, transfers and licenses purgesField inbound calls from various sources and work to understand and satisfy the requestPartner with field sales to save any potentially lost maintenance renewalTrack contract non-renewal including reasons for cancellationPrepare forecasts of maintenance renewal bookings within a 10% accuracy rateTimely resolution of backlog in assigned territoryCollaborate with marketing, support, sales management, product management and account management to facilitate new programs, messages, campaigns, and offeringsEnsure reporting and communications is frequent and bi-directionalSkills5+ year previous experience in sales, specifically software maintenance renewalsMust be proficient in Korean, Japanese and EnglishMust thrive in a quota driven environmentMust have the ability to negotiate and up-sell maintenance offerings and build relationships both internally and externallyAccount planning experience and involvement in the alignment of sales, channel, professional services and training teams around renewal eventsAbility to forecast maintenance bookings and a strong desire and willingness to learnApt ability to multi-tasker and juggle priorities to facilitate on-time Maintenance & Support RenewalsExperience structuring deals and excel at creative problem solvingExcellent organizational skills with the ability to take initiative and work proactively with minimal supervisionMust possess excellent customer service skills with an orientation towards helping the customersStrong working knowledge of Microsoft Office, Oracle and Salesforce.com applicationsBachelor's Degree or Equivalent Work ExperienceBasic understanding of telecommunications, networking and IP technology solutionsBenefitsFlexible workplace policiesEmployee resource groupsLearning and development resourcesCareer progression pathwaysCommunity engagement initiativesGlobal employee wellness programs are crafted to support the physical, emotional, and financial well-being of our employeesCompany OverviewRiverbed Technology is an information technology company that develops network and application performance software. It was founded in 2002, and is headquartered in San Francisco, California, USA, with a workforce of 1001-5000 employees. Its website is https://www.riverbed.com.Company H1B SponsorshipRiverbed Technology has a track record of offering H1B sponsorships, with 11 in 2025, 7 in 2024, 4 in 2023, 29 in 2022, 30 in 2021, 39 in 2020. Please note that this does not guarantee sponsorship for this specific role.