Manager Federal

Riverbed, the leader in AI observability, helps organizations optimize their user's experiences by leveraging AI automation for the prevention, identification, and resolution of IT issues. With over 20 years of experience in data collection and AI and machine learning, Riverbed's open and AI-powered observability platform and solutions optimize digital experiences and greatly improve IT efficiency. Riverbed also offers industry-leading Acceleration solutions that provide fast, agile, secure acceleration of any app, over any network, to users anywhere.

Together with our thousands of market‑leading customers globally – including 95% of the FORTUNE 100 – we are empowering next‑generation digital experiences.

Title: Renewals Manager-Federal

Location: Remote/Home VA, MD, DC (Area) East Coast

• You MUST have Federal Renewal Experience for this role.
• Preparation of high volume renewal quotes for maintenance contracts within 90 - 120 days prior to expiration and book orders as they are received.
• Review and interpretation of contractual terms and conditions. Proposed creative deal structures and lead pricing negotiations.
• Validation of customer asset lists.
• Contact and follow‑up with customers and partners to ensure timely maintenance renewal.
• Understand product, systems and processes to assist in selling maintenance renewals. Ensuring contractor/partner/customer awareness and understanding of applicable product elements.
• Assist customers with any product discrepancies in their install base to include license reconciliations and audits.
• Manage customer requests for contract merges, transfers and licenses purges.
• Field inbound calls from various sources and work to understand and satisfy the request.
• Partner with field sales to save any potentially lost maintenance renewal.
• Track contract non‑renewal including reasons for cancellation.
• Prepare forecasts of maintenance renewal bookings within a 10% accuracy rate.
• Timely resolution of backlog in assigned territory.
• Collaborate with marketing, support, sales management, product management and account management to facilitate new programs, messages, campaigns, and offerings.
• Ensure reporting and communications is frequent and bi‑directional.

• Multiple years previous experience in sales, specifically software maintenance renewals in the FEDERAL space.
• Must thrive in a quota driven environment.
• Must have the ability to negotiate and up‑sell maintenance offerings and build relationships both internally and externally.
• Account planning experience and involvement in the alignment of sales, channel, professional services and training teams around renewal events.
• Ability to forecast maintenance bookings and a strong desire and willingness to learn.
• Apt ability to multi‑tasker and juggle priorities to facilitate on‑time Maintenance & Support Renewals. Experience structuring deals and excel at creative problem solving.
• Excellent organizational skills with the ability to take initiative and work proactively with minimal supervision.
• Must possess excellent customer service skills with an orientation towards helping the customers.
• Strong working knowledge of Microsoft Office, Oracle and  applications is desired.
• Basic understanding of telecommunications, networking and IP technology solutions is preferred.
• Strong preference for second language proficiency, but not required.
• Bachelor's Degree or Equivalent Work Experience.

Our employee benefits including flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives are some of the reasons why we have had great success in bringing in new talent. In addition, our global employee wellness programs are crafted to support the physical, emotional, and financial well‑being of our employees.

Benefits & Perks vary by Country.

With a 20-year history of innovation, Riverbed is agile, yet proven, and we are disrupting the market with differentiated solutions that enable our customers to deliver secure, seamless digital experiences and accelerate enterprise performance. While we are a…