Specialist II, Renewals

Job Description:

The Specialist II, Renewals plays a critical role in the NextGen Healthcare client journey, ensuring the renewals team can continue to deliver value and business outcomes by specializing in client retention. In collaboration with our sales, partners, client success, and sales operations functions, this role will focus on successfully renewing client subscriptions while providing a seamless experience. This role aims to deliver predictable and efficient renewals through a proactive management of the client lifecycle.

Drive and complete full renewal lifecycle, from opportunity identification to negotiation to close, in assigned territory per ATR Bookings and Gross Revenue Retention targets.
Carry out win/win negotiation strategies for renewals that maximize contract value while protecting and enhancing client trust, with a preference for timely, multi-year renewals.
Utilize data to steer impactful discussions with clients.
Coordinate closely with assigned Account Management to identify opportunities to up-sell/cross-sell into the renewal.
Develop a deep understanding of the client procurement process.
Monitor and accurately report on client accounts, renewal pipeline, gross retention, and renewal forecasts on a rolling basis.
Partner with channel to provide positive partner experience and promote good relationships.
Ensure the long-term health and alignment of the revenue cycle, including the management of co-terminus contracts and optimization of the auto-renewal process to impact future fiscal periods.
Focus on de-risking future periods through strategic planning and analysis.
Oversee ‘At Risk’ management processes, focusing on the conversion of client revenue and enhancing the overall health and stability of client relationships with the company.
Oversee all assigned client renewals, which includes working directly with internal account/support team members, external clients and partners, to ensure timely and accurate execution of your renewal book of business.
Hold meetings with key internal account management to proactively identify any risk to NextGen renewal process and manage the process to pre-emptively mitigate risk.
Communicate effectively with both technical and non-technical stakeholders, articulating the value that we provide to our clients.
Collaborate with cross-functional teams to ensure that client needs are met, and issues are resolved.
Perform other duties that support the overall objective of the position.

Education Required:

Bachelor's Degree.
Or, any combination of education and experience which would provide the required qualifications for the position.

Experience Required:

2-5 years working in a Sales Operations / Revenue Operations / Renewals / Client Success role.
Experience and proficiency in negotiation and overcoming objections, enabling value-focused contract discussions.
Proficiency with Salesforce.com (Gainsight is a plus).

Knowledge, Skills & Abilities:

Knowledge of: Demonstrated understanding of modern sales principles and tactics. Salesforce and the Salesforce ecosystem. Familiarity with Contract Management and Client Service and/or Client Success. General understanding of Perpetual vs. SaaS products & services, Professional Services and Reseller relationships. Proficiency with Salesforce.com (Gainsight is a plus).
Skill in: Negotiation, executive level communication and presentation skills. Strong problem-solving skills, active listener, Highly effective in process management with a keen attention to detail. Expert commercial negotiation skills and financial acumen, with the proven ability to manage and accurately forecast against a book of renewable business.
Ability to: Be motivated, goal-oriented - capable of swiftly adjusting and responding to potential quick changes in priorities and organizational strategies. Think creatively and use sound judgment when making business decisions. Ability to look for opportunities of efficiency and maximizing the Client Engagement Experience throughout the entire Client journey. Ability to operate and excel at strategic as well as tactical levels while understanding the why and what for proper communications. Meet quota.

The company has reviewed this job description to ensure that essential functions and basic duties have been included. It is intended to provide guidelines for job expectations and the employee's ability to perform the position described. It is not intended to be construed as an exhaustive list of all functions, responsibilities, skills and abilities. Additional functions and requirements may be assigned by supervisors as deemed appropriate. This document does not represent a contract of employment, and the company reserves the right to change this job description and/or assign tasks for the employee to perform, as the company may deem appropriate.

NextGen Healthcare is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Details

Experience

Min. 2 years2-5 years working in a Sales Operations / Revenue Operations / Renewals / Client Success role.

Job Description:

Drive and complete full renewal lifecycle, from opportunity identification to negotiation to close, in assigned territory per ATR Bookings and Gross Revenue Retention targets.
Carry out win/win negotiation strategies for renewals that maximize contract value while protecting and enhancing client trust, with a preference for timely, multi-year renewals.
Utilize data to steer impactful discussions with clients.
Coordinate closely with assigned Account Management to identify opportunities to up-sell/cross-sell into the renewal.
Develop a deep understanding of the client procurement process.
Monitor and accurately report on client accounts, renewal pipeline, gross retention, and renewal forecasts on a rolling basis.
Partner with channel to provide positive partner experience and promote good relationships.
Ensure the long-term health and alignment of the revenue cycle, including the management of co-terminus contracts and optimization of the auto-renewal process to impact future fiscal periods.
Focus on de-risking future periods through strategic planning and analysis.
Oversee ‘At Risk’ management processes, focusing on the conversion of client revenue and enhancing the overall health and stability of client relationships with the company.
Oversee all assigned client renewals, which includes working directly with internal account/support team members, external clients and partners, to ensure timely and accurate execution of your renewal book of business.
Hold meetings with key internal account management to proactively identify any risk to NextGen renewal process and manage the process to pre-emptively mitigate risk.
Communicate effectively with both technical and non-technical stakeholders, articulating the value that we provide to our clients.
Collaborate with cross-functional teams to ensure that client needs are met, and issues are resolved.
Perform other duties that support the overall objective of the position.

Education Required:

Bachelor's Degree.
Or, any combination of education and experience which would provide the required qualifications for the position.

Experience Required:

2-5 years working in a Sales Operations / Revenue Operations / Renewals / Client Success role.
Experience and proficiency in negotiation and overcoming objections, enabling value-focused contract discussions.
Proficiency with Salesforce.com (Gainsight is a plus).

Knowledge, Skills & Abilities:

Knowledge of: Demonstrated understanding of modern sales principles and tactics. Salesforce and the Salesforce ecosystem. Familiarity with Contract Management and Client Service and/or Client Success. General understanding of Perpetual vs. SaaS products & services, Professional Services and Reseller relationships. Proficiency with Salesforce.com (Gainsight is a plus).
Skill in: Negotiation, executive level communication and presentation skills. Strong problem-solving skills, active listener, Highly effective in process management with a keen attention to detail. Expert commercial negotiation skills and financial acumen, with the proven ability to manage and accurately forecast against a book of renewable business.
Ability to: Be motivated, goal-oriented - capable of swiftly adjusting and responding to potential quick changes in priorities and organizational strategies. Think creatively and use sound judgment when making business decisions. Ability to look for opportunities of efficiency and maximizing the Client Engagement Experience throughout the entire Client journey. Ability to operate and excel at strategic as well as tactical levels while understanding the why and what for proper communications. Meet quota.

The company has reviewed this job description to ensure that essential functions and basic duties have been included. It is intended to provide guidelines for job expectations and the employee's ability to perform the position described. It is not intended to be construed as an exhaustive list of all functions, responsibilities, skills and abilities. Additional functions and requirements may be assigned by supervisors as deemed appropriate. This document does not represent a contract of employment, and the company reserves the right to change this job description and/or assign tasks for the employee to perform, as the company may deem appropriate.

NextGen Healthcare is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.