Renewal and Growth Specialist
LRN Corporation, United States
Job Description
About LRN
LRN’s mission is to inspire principled performance. Since 1994, LRN has helped over 25 million people at more than 700 companies worldwide simultaneously navigate complex legal and regulatory environments and make ethical decisions with its vast, SaaS-based education and technology platform. Since acquiring Interactive Services in September 2020, LRN has advanced its investment in people, innovation, and technology offering a winning combination of practical tools, hundreds of courses, and strategic advice to partners in over 100 countries.
Renewal and Growth Specialist
LRN is seeking a Renewal and Growth Specialist to join our dedicated Strategic, Renewal, Bespoke amp; Growth US team. This is an exciting opportunity for a seasoned and highly motivated individual with sales acumen to focus on finding growth opportunities and driving renewals within our existing partner base.
The right candidate will be experienced in all aspects of account management and sales and is comfortable working with all areas of the business including Sales, Service Fulfillment, Support, Pricing and internal management to maximize upsell and renewal opportunities.
Specific responsibilities for a Renewal and Growth Specialist include, but are not limited to:
Executing commercial processes:
- Managing all commercial aspects for any renewal, expansion and/or growth opportunities including getting appropriate approvals from management, handling pricing and confirming Tamp;Cs.
- Developing and managing a growth pipeline and conducting regular reviews of pipeline and growth opportunities with Engagement Managers and leadership.
- Accurately forecasting renewal targets and expansions opportunities, as well as growth opportunities, of assigned partner portfolio
- Providing continuous feedback to the team on?both successes and challenges of the business
Finding and executing upsells within your customer base:
- Meeting and exceeding growth targets and wallet retention/expansion expectations to maximize renewal value
- Partnering with Engagement Managers to identify target growth accounts and executing on a target growth plan with clients in assigned coverage areas (advisory, bespoke, platform, license expansion etc.)
- Working with Content and Product teams to help scope potential revenue opportunities and go-to-market strategies
- Supporting Engagement manager with pricing, proposal and contract as needed to address Partners initiated service requests
Managing the renewal process in a SaaS environment:
- Driving and executing timely renewals and working closely with Engagement Managers, and other internal stakeholders, to ensure optimal engagement with partner in advance of and during the renewal cycle
- Maximizing annual contract value, securing long-term (3 year or more) renewal contracts.
- Identifying at-risk renewal clients early in?the cycle and creating an action plan to ensure a successful, timely?renewal. Collaborating with assigned partner’s Engagement Managers to proactively ensure effective management of issues and exceptions that may delay or inhibit renewals
- Rescoping engagement(s) where necessary and re-enlisting partners on the most appropriate LRN solution(s) at most current commercial terms
Requirements
- 8+ years of account management with extensive experience retaining and expanding a book of existing accounts
- Past training experience a big plus to enable selling of bespoke opportunities
- Ability to bring clarity, structure and discipline to a variety of situations and environments and experience working with complex projects
- Extremely effective written, oral, and presentation communication skills
- Strong Microsoft Office skills and a working knowledge of technology and system interfaces
- Ability to put together proposals using .ppt templates
- Familiarity with Salesforce.com
- Knowledge of the Ethics and Compliance space and/or working with a Learning Management System a plus
- A customer centric self-starter with high energy and a positive attitude
- High degree of ethics and integrity, and a desire to help organizations do the right thing and to pursue LRN’s mission of inspiring principled performance.
Benefits
- Competitive compensation
- Flexible time off
- Excellent medical, dental, and vision coverage for you and your dependents
- Life insurance, commuter benefits, and 401k with employer match
LRN is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.