Renewals Specialist

2 months ago

Sydney, Australia UpGuard Full time

**Who are we?**

UpGuard’s mission is to protect the world’s data. We obsessively seek out elegant, robust ways to enable our customers to find, acknowledge, and remediate cyber risk. With UpGuard, organizations leverage our security expertise and software to automate what was once laborious, spreadsheet-driven processes-whether it's monitoring the attack surface of hundreds of vendors or assessing the security of their own infrastructure. UpGuard is used by some of the world’s largest, fastest-growing, and most innovative companies.

We have a rapidly growing customer base at UpGuard, but one thing has remained the same, our customers always come first Our Success team is determined to help solve the needs and challenges that our customers face on a daily basis. We consistently think outside the box to find new ways to help our customers thrive throughout their journeys with UpGuard. We’re on the lookout for individuals who have a passion for helping others, fixing problems, and building long-lasting relationships with new customers. You will also have a commercial mindset to identify opportunities to expand our customer accounts and elevate adoption of our products to new heights.

**Where does this role fit in?**

Due to continued growth, the Customer Success team is expanding and we’re looking for another Renewals Specialist to join our high-performing team to drive customer retention and upsells. As a Renewals Specialist, you'll report to the Renewals Manager and manage and execute all contract renewals within your portfolio through strong relationship-building and customer service skills to ensure high renewal rates and minimise churn.

**What will you do?**:
- ** Drive Renewals**: Take ownership of the renewal process for a portfolio of key accounts, ensuring timely and successful contract renewals.
- ** Revenue** Retention**:Implement strategies to safeguard existing revenue, proactively identifying risks and addressing them before they impact the business.
- ** Revenue** Expansion**:Collaborate with sales teams to identify upsell and cross-sell opportunities within your accounts, contributing to overall revenue growth.
- ** Contract Negotiation**:Lead negotiations for renewals and expansions, working closely with legal and finance teams to structure favourable agreements.
- ** Market Insights**:Stay informed about industry trends, competitive landscape, and client needs to offer informed recommendations that drive client value and satisfaction.
- ** Collaboration**: Partner with sales, customer success, and marketing teams to align on account strategies and ensure a cohesive approach to client growth.
- ** Collaboration**: Collaborate closely with Customer Success Managers to understand account health, preemptively identify 'at-risk' renewals, and collaborate with the respective internal teams to ensure measures are taken to prevent churn.
- ** Reporting & Metrics**:Track and report on renewal rates, upsell success, and overall account health, using data to inform decision-making and strategy adjustments.
- ** Forecasting**: Maintain accurate and up-to-date records within the company’s CRM and provide regular renewal forecasts and updates to management.
- ** Collect Feedback**: Gather feedback from customers to understand reasons for non-renewal and share insights with internal teams for renewal process improvement.
- **Onboarding**: Onboard new customers to ensure they are set up for success

**What do we need from you?**:
- At least 2 years of technology-related renewals experience at a B2B SaaS company.
- You’re a consistent top performer and have a history of exceeding your targets.
- You’re an excellent negotiator with exceptional communication skills, both written and spoken.
- Demonstrated success with complex commercial and legal negotiations, working with procurement, legal, and business teams.
- Experience working with and managing partners.
- Customer-centric mindset with a passion for delivering value to clients.
- Strong organizational and time management abilities.
- Detail-oriented with the ability to manage multiple tasks simultaneously.

**What would give you an edge?**:
- Proven track record selling to companies in multiple industries and segments including C-level executives, is right in your comfort zone.
- Industry-Specific Knowledge: Deep understanding of the cyber security industry, particularly in the context of SaaS solutions.
- Advanced Negotiation Skills: Expertise in structuring and negotiating complex contracts, particularly in a SaaS environment.
- Proven Success in SaaS Renewals: Demonstrated success in driving high renewal rates and identifying revenue expansion opportunities within existing accounts.
- Ability to work well in a team-oriented environment.
- Experience using a CRM such as Salesforce or HubSpot.
- Knowledge and understanding of the cybersecurity industry.

**What's in it for you?**:
- ** Monthly Lifestyle subsidy**: use this for financ

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