Senior Renewals Specialist, Federal

Hack The Box

9d

About The Position

The HTB Federal client base is growing fast and at the same time, due to our great product, we are able to achieve high retention. To support our Revenue organization, we'll be bringing on the team a Senior Renewals Specialist for the US Federal business. This role is responsible for renewing, up-selling, and optimizing license subscription contracts for the US federal government. Your core mission is to ensure seamless contract continuation by negotiating favorable terms that align with government regulations, mission needs, and company goals. It also involves building key relationships with budget holders, contracting departments/officers, and resellers, as well as becoming a trusted advisor for all of their contract requests.
As part of your role, you will be responsible for delivering our renewal process for a set of accounts assigned to you. You will need to identify HTB platform usage trends and other important information collected throughout HTB interactions with the customer, which ultimately will enable you to generate a meaningful and beneficial for the customer proposal upon the renewal of their HTB annual subscription.

Requirements

• 5+ years experience with contract renewal/account management
• Customer service or/and administration experience
• Experience working within the US government
• A deep understanding of the complexities of US government procurement and contracting is essential.
• Understanding of how to appropriately respond to RFQs and RFPs along with understanding specific guidelines for responses.
• Experience in negotiating complex, multi-year agreements.
• Strong process management, financial acumen, and strict compliance with policies.
• Ability to overcome customer objections
• Self-starter, positive attitude, strong work ethic, attention to detail, comfortable working to deadlines
• Ability to work with minimal supervision, with a proactive approach to completing assigned tasks
• Strong interpersonal and problem-solving skills
• Ability to communicate effectively with customers by email and verbally
• Willingness to contribute new ideas for how to improve and make our renewals procedure more effective

Nice To Haves

• Experience using Hubspot/ChurnZero would be considered a strong asset

Responsibilities

• Owning the renewal process for a portfolio of HTB Federal customers, being their go-to point of contact with all commercial matters regarding the renewal of their annual subscription service/contract
• Taking care of all administrative duties relating to renewals including: researching customer contracts and purchasing history to generate a timely renewal proposal, guiding the customer through the renewal cycle, tracking the Purchase Order, tracking the payment
• Building effective relationships with commercial contacts (budget holders, contracting departments/officers) within our Federal client base, as well as distributors and resellers
• Understanding and following the sales process for different departments within the USG as it pertains to budget allocation, preferred contract vehicles, and potential pitfalls in those processes.
• Engaging directly with customers to propose the value proposition of HTB’s products & solutions, support business requirements, and overcome objections to ensure the success of upcoming renewals
• Collaborating with different internal stakeholders (Customer Success, Sales, Business Operations, Legal, Finance, etc)
• Forecasting and tracking account-based metrics, e.g. probability of renewal deal to close, on-time renewal
• Regularly updating and utilizing internal systems (Hubspot and ChurnZero) to accurately manage client renewal information, status, and reports
• Developing deep expertise and understanding of Hack The Box products to drive positive renewals
• Ability to work within a global company

Benefits

• Private insurance, Dental & Vision, 401K
• Paid paternity & maternity leave
• 25 annual leave days
• Home Office Allowance
• Dedicated budget for training and professional development, participation in conferences
• State-of-the-art equipment
• Full access to the Hack The Box lab offerings; so you can learn how to hack 😉

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed