Senior Renewals Specialist, Federal

Hack The Box

4d•$90,000 - $102,000

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. Reporting to the Head of Renewals, you will be part of the Customer Success department and, more specifically, the Renewals team. You’ll also be able to connect with multiple internal stakeholders (Customer Success Managers, Account Executives, Solution Engineers, Business Operations, Sales Ops, Legal, Finance), improve workflows and manage your own schedule. Clear communication, high organizational skills, teamwork, and some experience in general administration are the requirements that you’ll need to have, in order to be successful in the role.

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

USD 90,000-102,000 OTE (80/20 split)
Medical, Dental & Vision (employee coverage 100% paid for by Hack The Box)
401K w/ employer match
Employer-paid Life and AD&D Insurance
Supplemental Life Insurance
Short-term and Long-term Disability
Healthcare and Dependent Care FSA
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 😉