Renewals Specialist- SaaS Contracts

Aravo Solutions, Inc.•Atlanta, GA

7d•Hybrid

About The Position

The Aravo Renewal Specialist is responsible for owning and executing a portfolio of renewal contracts in an assigned territory. Renewal Specialists partner with internal stakeholders such as Sales, Product Marketing, Professional Services and Customer Success organizations to secure every renewal. They are responsible for minimizing financial attrition, locking in the most favorable terms, identifying growth opportunities, and providing insights to the business that improve future outcomes. Renewal Specialists are responsible for ensuring that customers are set up for success while maximizing the financial results for Aravo.

Requirements

1-3 years of demonstrated success in a Sales, Operations, Account Management, or related business field type role
Strong customer management and negotiation skills
Ability to demonstrate a strategic mindset to enable persuasive value conversations with customers at an executive level
Self-starter with a desire to implement and manage standard, best-practice processes
Strong process management, financial acumen, and ability to apply common sense decision-making
Ability to react and adapt to potential rapid shifts in priorities and organizational policies
Bachelor's Degree
Intellectuality curious with a passion for what you do
Adheres to the highest ethical standards and conduct, honors commitments, and treats people with kindness, compassion, trust and respect

Nice To Haves

Proven ability to work strategically, creatively and analytically with a Sales Account Executive
Past professional experience with Third Party Risk Management or GRC within a vertical industry applicable to Aravo’s client acquisition strategy is a plus
Ability to efficiently orchestrate resources in a team selling environment
Excellent oral, written, and customer-facing communication skills appropriate at all levels of a client’s organization
Proficient with the use of Microsoft Office applications
Experience with an enterprise CRM or customer service application. Experience with salesforce.com a significant plus.
Ability to manage transactions through every stage of the renewal cycle
Experience negotiating complex multi-year services contracts
Adept learner, result-oriented, calm under pressure
High-energy approach to doing business, execute with enthusiasm, having a ‘can-do’ attitude
Team oriented – Proven ability to function effectively in virtual teams, globally
Self-motivated with a can-do, positive attitude and a flexible, solutions-based approach to work
Results-oriented, organized and decisive with the ability to prioritize and make solid decisions in the face of incomplete, evolving, and/or conflicting objectives

Responsibilities

Develop and execute win/win negotiation strategies for enterprise and mid-market contract renewals that maximize contract value while protecting and enhancing customer trust
Maximize account growth opportunities by playing an active role on the account team and helping to identify incremental opportunities upon contract renewal
Ensure third party contract renewals are analyzed and processed according to schedule for third party suppliers, systems, etc.
Work with Professional Services teams to maintain, update, and process TAM renewl contracts for clients
Own, drive and manage the renewals process in collaboration with the account team
Collaborate with internal resources such as Sales, Product Marketing, Professional Services and Customer Success, to develop comprehensive 'win' strategies for renewals
Identify customer requirements, uncover roadblocks, and demonstrate strong account management and commercial capabilities to drive renewal to on-time closure
Provide executive management with complete visibility to renewals and solicit executive involvement as required
Accurately maintain/update a rolling 180 day forecast of renewals and communicate any renewal risk to internal resources in order to develop resolution strategies
Follow and adhere to best practices for all internal processes including, but not limited to, Opportunity Management, Data Quality and accuracy, Quotations and Forecasting
Achieve financial and strategic targets for minimizing attrition, positioning favorable terms and boosting incremental revenue via up-sells, cross-sells and add-ons