Renewal Account Manager, Mid-Market West

Summary/Objectives 

Tanium is seeking a proactive and driven Renewal Account Manager to join our team. The ideal candidate will be responsible for driving renewal sales, fostering long-term relationships with clients, and ensuring overall customer satisfaction to promote retention and growth within our United States Mid-Market segment. 

Essential Job Functions 

• Renewal Sales: Own the end-to-end renewal sales process for assigned customer accounts, ensuring timely renewals, minimized churn, and driving expansion meeting the needs of the customer. 

• Customer Relationship Management: Maintain strong relationships with existing customers to ensure their ongoing satisfaction and success with Tanium’s products.  

• Account Management: Partner with customers to understand their needs and business challenges, providing solutions that align with their goals and maximizing the value of Tanium’s solutions.  

• Negotiation & Upselling: Manage contract renewals and work closely with customers to identify upsell and cross-sell opportunities that align with their evolving needs. 

• Collaboration across Teams: Work closely with the Sales, Deal Desk, Customer Success, Legal, Contracts, etc. teams to ensure seamless account management and renewal processes. 

• Pipeline Management: Track and manage a renewal pipeline, ensuring that all accounts are monitored and renewed in a timely manner. 

• Forecasting & Reporting: Provide accurate renewal forecasts and reports to management, ensuring transparency and alignment on renewal targets. 

• Customer Advocacy: Act as a customer advocate within Tanium, ensuring customer needs and feedback are communicated internally to drive product and service improvements. 

Minimum & Preferred Job Qualifications 

• Bachelor’s degree or equivalent experience. 

• Minimum 5-8 years of proven experience in account management, sales, or customer success, preferably focused on renewals in the IT Operations or IT Security space. 

• Strong understanding of customer renewal processes and strategies. 

• Experience leveraging MEDDPICC sales methodology. 

• Experience working closely with channel partners to navigate sales cycle 

• Excellent communication, negotiation, and interpersonal skills. 

• Ability to build relationships with key stakeholders, both internal and external. 

• Self-motivated with strong organizational and time-management skills. 

• Ability to work effectively in a fast-paced and collaborative environment. 

• Strong analytical skills and experience with CRM tools (e.g., Salesforce), experience with Salesforce CPQ a plus. 

Core Competencies 

• Demonstrates initiative and motivation 

• Excellent oral and written communication skills 

• Team player 

• Person of high ethics and integrity 

• Ability to work in a fast-paced, changing environment 

Security & Privacy Roles & Responsibilities 

All roles at Tanium have access to Tanium Confidential Information, therefore, Tanium assigns a universal Position Risk Designation to all roles to hold everyone to the highest possible standard. All roles at Tanium are subject to the following requirements: 

• Protection of Tanium information and other assets 

• Compliance with Tanium policies and terms of applicable agreements with Tanium 

Additional privacy and security-specific duties, skills and qualifications relevant to the role, if any:  

Work Requirements 

• Travel Requirements: at least 10% of time expected to travel 

• Mental Abilities 

• Analytical abilities: ability to analyze problem situations in depth; ability to show a probing mind. 

• Number facility: the individual must be able to perform basic mathematical calculations at a minimum. 

• Precision to detail: it is necessary that the individual be precise, detail-oriented, and exact. 

• Flexibility: the ability to juggle several projects simultaneously, to cope successfully with diversity and complexity, to integrate seemingly unrelated data, and to reduce complex notions into relatively simple terms. 

• Written and oral communication skills: ability to write memos, letters, and reports in clear, concise fashion with appropriate vocabulary, grammar, and word usage; ability to communicate effectively with superiors, peers, subordinates, and others on a one-on-one basis, using appropriate vocabulary, grammar, and word usage; includes clarity, organization of thought, and expressiveness are all part of this dimension.  

• Management skills: ability to achieve results through subordinates; ability to successfully recruit, conduct selection interviews, place people, give clear direction, train, develop people for promotion, build cohesive and effective teams, monitor performance thoroughly, give constructive and ongoing performance feedback, conduct annual performance appraisals 

• Physical & Mental Abilities and Demands 

• Reaching: Extending hand(s) and arm(s) in any direction. 

• Standing: Particularly for sustained periods of time. 

• Walking: Moving about on foot to accomplish tasks, particularly for long distances. 

• Lifting: Raising objects from a lower to a higher position or moving objects horizontally from position-to-position.  This factor is important if it occurs to a considerable degree and requires the substantial use of the upper extremities and back muscles. 

• Use of Fingers/Hands: Typing, or otherwise working primarily with fingers rather than with whole hand or arm as in handling. 

• Talking: Expressing or exchanging ideas by means of the spoken word.  Those activities in which they must convey detail or important spoken instructions to other workers accurately, loudly, or quickly. 

• Hearing: Ability to receive detailed information through oral communication, and to make fine discriminations in sound, such as when making fine adjustments on machine parts. 

• Repetitive motions: Substantial movements (motions) of the wrists, hands, and/or fingers. 

• Vision: The incumbent is required to distinguish between true colors, perceive depth, and partial field of vision is required at a minimum for the position. 

• Work Environment 

• The worker is subject to hazards: Includes a variety of physical conditions, such as proximity to moving mechanical parts, electrical current, working on scaffolding and high places, exposure to high heat or exposure to chemicals. 

About Tanium 

Tanium delivers the industry's only true real-time cloud-based endpoint management and security offering. Its platform is real-time, seamless, and autonomous, allowing security-conscious organizations to break down silos between IT and Security operations that results in reduced complexity, cost, and risk. Securing more than 32M endpoints around the world, Tanium's customers include Fortune 100 organizations, top US retailers, top US commercial banks, and branches of the U.S. Military. It also partners with the world's biggest technology companies, system integrators, and managed service providers to help customers realize the full potential of their IT investments. Tanium has been named to the Forbes Cloud 100 list for nine consecutive years and ranks on the Fortune 100 Best Companies to Work For. For more information on The Power of Certainty™, visit www.tanium.com and follow us on LinkedIn.