Renewals Associate

This is a great role for a person looking to get started or continue in the field of Sales! The field of Sales can mean a great many things, but this role is looking for a dynamic candidate who will manage renewals for an assigned group of accounts. Some of these renewals are  auto-renewal while others need a personal touch to manage the procurement and purchase processes that are unique to individual accounts. This is a fast-paced yet operationalized environment that focuses on renewing customers in the most streamlined and efficient ways they need, and we are looking for a person who wants to guide clients through this important part of their journey.

A bit about you:

• Interested in managing renewals and working with procurement personas on often complex requests.
• Excited about serving as an email or Zoom-based resource to present quotes, explain prices, strategize on procurement process, and negotiate price changes to our valued customers.
• Proven track record of managing several projects simultaneously and successfully, ensuring things are completed either early or on time.
• Passionate about processes, both following and refining, as a way of working more efficiently.
• Enlivened by problem solving, quick decision making, and optimizing one’s individual process or way of working to maximize efficiency.
• Able to break down complex messages into understandable messages and/or action items.
• Possesses a natural curiosity and interest in learning and continuous, personal growth.
• Proven track record of working with a customer-centered mindset, capable of curating a stellar customer experience for our valued clients.
• You are humble, collaborative, and work well with other people. You thrive in team settings and exhibit excellent communication and interpersonal skills

What you’ll own:

• Proactively manage renewal processes from contracting to close, ensuring the renewal is on-time and meets the requirements of both parties.
• Retain Annual Contract Value (ACV) and identify contract growth opportunities.
• Maintain accurate account records within relevant tools and systems, submitting necessary documentation to secure on-time renewals.

What you’ll assist with:

• Conduct seamless hand-offs for customers needing to work with different specialist teams to resolve an issue or to get answers to a question (Sales, Customer Success, Solutions Engineering, Support).
• Collaborate with Finance, Accounts Receivable, Legal, and Licensing teams as part of securing renewals.

What you’ll learn:

• Stellar call management techniques in both 1:1 and 1:many settings via Zoom, where you will exude executive presence and provide a customer-centered approach to service.
• Best practices in our most commonly used tools: Salesforce, Outreach, Google Office Suite, Slack, and Jira Service Manager.
• How to manage an assigned set of renewals in a way that ensures everyone receives the timely updates needed to enjoy Posit products.
• Elements of the customer lifecycle and what that means for the content, timing, and cadence of your planned outreach.
• How to navigate both straight forward and complex negotiations surrounding renewal transactions.
• Best practices in renewal management, which often includes complex procurement requirements, on-time deliverables, and working cross-functionally to ensure all necessary agreements are in place and on time.

Within 1 month, you will…

• Possess the ability to explain Posit’s mission as a company, including the importance of the virtuous cycle and our B Corp status.
• Possess the ability to describe the Posit organization, including where Customer Success lies within our ecosystem.
• Engage with your new team by attending whole-team meetings and that are a regular part of your work life moving forward.
• Communicate regularly with your manager, quickly establishing a success plan and addressing any personal needs.
• Collaborate with relevant team members in Customer Success, Sales, Solutions Engineering, and Support through call shadowing, ticket reviews, and internal discussions.
• Secure your understanding and alignment to the LAER customer lifecycle and the important role it plays in retention efforts.
• Develop a baseline understanding of the Posit pro products, the function of data science, and how our products help teams achieve their goals.
• Establish a good understanding of the existing renewals playbooks and quoting processes.
• Learn about our software and skills necessary to set you up for success (Salesforce, Jira Service Manager, Slack, Confluence, Gong, etc.).
• Impress customers as you begin managing renewals in your assigned accounts.

Within 3 months, you will…

• Operate within the established workflows and processes, while also being welcomed to provide feedback and make adjustments you think are best.
• Continue developing skills in relevant tools and systems, such as Salesforce, Jira Service Manager, Slack, Confluence, and Gong.
• Possesses the ability to articulate the role partners, resellers, cloud marketplaces, and full service partners play in ensuring Posit is a delight to work with.
• Complete the necessary steps in the renewal process with ever-increasing autonomy.
• Meet regularly with your peers and manager to build a trusted community and provide feedback on how things are going.
• Access to and ability to read/follow relevant dashboards and reports that show personal progress to assigned renewal goals and on-time renewal rates.

Within 6 months, you will…

• Execute on expected processes and workflows with autonomy.
• Collaborate with your manager and direct team to identify process improvements that keep the customer at the center of everything we do.
• Successfully execute every step of the renewal process so that renewals are completed on-time and the procurement process is navigated with ease.
• Be fully independent in leading accounts through the entire renewal process.
• Personal performance records show you are on track to meeting established quotas.
• Record-keeping remains stellar, with few/no missing elements on key opportunities within your book of business.

Within 12 months, you will…

• Establish yourself as a trusted renewal specialist within your customer segment.
• Hold an awareness of common procurement cycle needs so you can proactively manage those needs and secure on-time renewals.
• Designed a better, more streamlined process for accounts with chaotic renewal patterns.
• Take ownership of the processes and workflows that are unique to your position, ensuring close alignment and collaboration with your manager.
• Able to see the bigger picture of role, identifying time thieves, inefficiencies, or areas of improvement which you collaborate on with your manager.
• As part of the renewal process, be able to identify and capture potential expansion or growth opportunities to ensure Posit customers continue to grow.
• Possess basic knowledge of churn mitigation methods to ensure your assigned accounts remain with Posit.