Strategic Enterprise Account Manager

Requirements

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

Benefits

Additional Information

This role is remote, with a strong preference for a candidate based in Dallas, TX Say hello to opportunities. If you're looking to be part of what's next in communication, you're in the right place. At RingCentral, we believe the best customer experiences happen when humans and AI work together. Our agentic voice AI portfolio-AIR, AVA, and ACE-brings together automation, assistance, and insights across the entire conversation lifecycle. The result? More seamless, intelligent experiences for businesses everywhere. With $2.5B+ in ARR and $250M invested in R&D annually, we're building the future of AI-powered business communications. This is where you and your skills come in. We're currently looking for: A Strategic Enterprise Account Manager. The Strategic Enterprise Account Manager is the lead overlay consultant responsible for the health and growth of our product within a Service Provider's (SP) enterprise portfolio. This role requires a "triad" management approach: you must align with the SP Sales Teams to win business, provide high-touch advocacy for the End-Customer, and lead the Contract Renewal process to secure long-term revenue. You are the bridge that ensures the SP Sales Team remains successful and the End-Customer remains satisfied. Job Duties: 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. Act as their "secret weapon" by providing the insights and support they need to manage the account effectively. 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).

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