Renewals Specialist III

About GitHub

As the global home for all developers, GitHub is the complete AI-powered developer platform to build, scale, and deliver secure software. Over 100 million people, including developers from 90 of the Fortune 100 companies, use GitHub to build amazing things together across 330+ million repositories. With all the collaborative features of GitHub, it has never been easier for individuals and teams to write faster, better code.

Locations

In this role you can work from Remote, Australia

Overview

GitHub helps companies and organizations succeed by allowing them to build better software together. The renewal event serves as a key milestone within the customer’s lifecycle where customers reflect on the value of their GitHub investment and take the time to celebrate and think about the past while also planning for the future. We are looking for an excellent Renewals Specialist to join our fast growing team supporting our largest customers across the world. This role will partner with Account Executives, Customer Success Managers, Finance, Deal Desk, Legal, Microsoft counterparts, and other internal partners to retain and expand our customer base. This candidate will produce and present compelling customer proposals, ensuring that large contracts are renewed on time and quoted accurately

Responsibilities

• You will define and negotiate complex contractual terms, with collaboration from the account team to preserve and enhance customer contracts and relationships
• You will actively engage with key decision-makers to identify customer requirements and drive on-time commitments
• You will lead, maintain and report an accurate rolling 90-day forecast of renewals in your territory
• You will discover and identify upsell/cross-sell opportunities upon contract renewal to maximize customer growth
• Communicate risk clearly and take the lead in developing resolution strategies
• Help cultivate a team culture that includes high ownership, customer-first focus, high integrity, and an optimistic and positive environment

Qualifications

Required Qualifications

• Significant number of years experience in contract administration, renewals management, consulting, project management, sales, or sales operations o OR Bachelor’s Degree in Business, Law, Communications, or related field AND several years experience in contract administration, renewals management, consulting, project management, sales, or sales operations o OR Master’s Degree in Business, Law, Communications, or related field AND experience in contract administration, renewals management, consulting, project management, sales, or sales operations OR equivalent experience.
• Several years experience working with large enterprise customers in a high growth technology company

Preferred Qualifications

• Significant number of years of Customer Success / Account Management / Contract Administration / Consulting experience preferably within an Enterprise SaaS organization
• Fluent Japanese – Full Business Proficiency
• Highly organized with an ability to multitask while navigating ambiguity
• History of success and flexibility in a rapidly-changing environment
• Knowledge of Git and GitHub workflows
• Ability to grow business in a strategic manner, i.e. creating new processes and initiatives
• Strong customer orientation, dedication, and passion for delivering a great customer experience
• The ability to confidently address difficult questions, handle push back from a high-level audience, and maintain an executive demeanor while engaging in difficult or sometimes high-pressure situations

GitHub values

• Customer-obsessed
• Ship to learn
• Growth mindset
• Own the outcome
• Better together
• Diverse and inclusive

Manager fundamentals

• Model
• Coach
• Care

Leadership principles

• Create clarity
• Generate energy
• Deliver success