Renewals Associate

We are seeking amazing talent for our next Renewals Associate to join the Posit team! In this role you will engage with customers to renew their subscription to various professional products developed by Posit.

A Bit About Us

Posit (formally RStudio) creates great software that helps people understand data and make better decisions in real-world applications. Our core offering is an open-source data science toolchain, and we aim to make it available to everyone, regardless of their economic means. Our customers are leading-edge innovators in analytics, machine learning, big data, and similar domains and generally work in R and Python.

The Opportunity

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.