Strategic Renewals Representative

Summary

Join Instructure as a Renewal Account Communications Expert and play a vital role in supporting the Renewal team. You will prepare, coordinate, and execute customer call requests, ensuring smooth interactions by gathering all necessary details beforehand. This role demands advanced interpersonal and organizational skills, effective communication, and negotiation abilities. You will collaborate with Renewal Representatives, maintain accurate CRM records, refer expansion opportunities, and escalate at-risk situations. Continuous research on Instructure products is crucial for upselling during renewals. You will also provide end-of-quarter support and coverage for colleagues.

Requirements

• 5+ years experience: Negotiating contracts and pricing with customers
• Attention to Detail: Strong focus on accuracy and thoroughness in all aspects of renewal preparation and management
• Communication Skills: Excellent written and verbal communication abilities to effectively engage and negotiate with customers. Must have experience negotiating with executive staff
• Analytical Thinking: Ability to assess data, contracts, and customer usage to support decision-making
• Collaboration: Proven capability to work cross-functionally with internal teams and stakeholders
• Adaptability: Thrives in a fast-paced environment with the ability to manage competing priorities
• Organizational Skills: Highly detail-oriented with a process-driven mindset and excellent organizational capabilities
• Self-Starter: Demonstrates initiative and the ability to execute tasks independently and efficiently
• Experience with CRM systems, preferably Salesforce.com, Clari and CPQ

Responsibilities

• Receive and execute requests for customer calls submitted by Renewal Opportunity Owners
• Collaborate with Renewal Representatives to ensure quotes align with pricing strategies, mutually defined client terms and conditions, and account team initiatives
• Help the opportunity owner maintain up-to-date and accurate records of quotes, customer details, and renewal activities in the CRM
• Refer expansion opportunities to the Sales team and escalate at-risk situations to appropriate resources
• Continuing research on Instructure products and services to have upsell conversations during renewal negotiations
• Perform other related duties as requested by the supervisor or manager
• Provide end-of-quarter support by calling customers to review the status of renewal agreements
• Provide coverage for teammates' books of business during their absence, serving as a flexible, floating resource to support various territories as needed

Preferred Qualifications

Familiarity with CPQ (Configure, Price, Quote) tools

Benefits

$70,000 - $90,000 a year