Account Manager

• As an Account Manager on the Commercial Sales team, you will drive revenue growth by retaining, renewing, and expanding HYCU’s existing customer accounts. You will use your understanding of data protection, enterprise application resilience, and HYCU’s offerings to help customers get measurable value from their investment and grow their footprint over time
• You will be the primary commercial point of contact for a portfolio of customers in the Commercial & Enterprise segment
• Own a portfolio of existing Commercial & Enterprise customers and meet or exceed quota for renewals, upsell, and cross-sell revenue
• Build and execute account plans that map each customer’s business priorities, stakeholders, and whitespace for growth
• Manage the full renewal cycle, from early risk identification through negotiation and close, to protect and grow recurring revenue
• Identify and pursue expansion opportunities across new workloads, cloud environments, business units, and use cases
• Maintain accurate forecasting and pipeline for your book of business, including renewal dates, expansion opportunities, and churn risk
• Lead regular business reviews with customers to demonstrate value delivered and align on next-phase outcomes
• Cultivate relationships with key stakeholders, including C-level executives, IT leaders, and day-to-day technical users
• Present HYCU’s solutions, products, and services in ways that address each customer’s evolving needs
• Partner with Customer Success, Technical Support, Product Management, Marketing, and Engineering to ensure seamless delivery and an excellent customer experience
• Work alongside Value-Added Resellers and Strategic Alliance partners on renewals and expansion, using both direct and indirect sales motions
• Act as the voice of the customer internally, sharing feedback that shapes product and service improvements

Benefits

• Dental
• Vision
• Life insurance
• 401k match
• Generous time off
• Medical

• This role calls for a strategic, consultative seller who builds long-term trust, spots expansion opportunities early, and negotiates renewals and upsells with confidence
• Familiarity with leading hyperscaler cloud providers such as AWS, Google Cloud, and Microsoft Azure
• A consistent track record of meeting or exceeding quota for renewals and expansion, with measurable results such as gross or net revenue retention, upsell growth, and average deal size
• Disciplined CRM practices, including timely Salesforce and Clari updates on close dates, renewal risk, competitive information, and follow-ups within agreed SLAs
• Working knowledge of channel and partner ecosystems, including distributors, resellers, and value-added resellers (VARs)
• Ability to build trusted, long-term relationships with key decision-makers and executive sponsors
• 5+ years of sales or account management experience in SaaS or technology, ideally in data protection, security, or a related field
• A degree in Business, Marketing, Information Technology, or a related field, or equivalent practical experience
• Experience managing renewal and expansion cycles, from short transactional renewals to multi-stakeholder expansion deals
• 3+ years managing and growing an existing book of business in the commercial or enterprise segment
• Clear communication, presentation, and negotiation skills
• Experience with value-based selling and MEDDPICC/MEDDIC or a similar sales methodology
• B2B SaaS subscription renewal and expansion experience
• MEDDPICC/MEDDIC or similar sales
• Methodology certification
• Experience selling with and through strategic partners such as Dell, Nutanix, Google, AWS, Microsoft, Atlassian, and Okta
• Experience in data protection, cloud-native, security, or data storage
• Experience transacting through cloud marketplaces