[Hiring] Specialist I, Renewals @NextGen Federal Systems

Role Description

The Specialist I, 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.

• 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.
• 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.
• Partner with channel to provide positive partner experience and promote good relationships.
• 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.
• Support the renewal team to 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.
• Support strategic planning and analysis focus on de-risking future periods.
• Support ‘At Risk’ management processes, focusing on the conversion of client revenue and enhancing the overall health and stability of client relationships with the company.
• Perform other duties that support the overall objective of the position.

Qualifications

• Bachelor's Degree.
• Any combination of education and experience which would provide the required qualifications for the position.

Requirements

• 0-1 years working in a Sales Operations / Revenue Operations / Renewals / Client Success role.
• Experience in negotiation and overcoming objections, enabling value-focused contract discussions.
• Experience with Salesforce.com (Gainsight is a plus).

Knowledge, Skills & Abilities

• Knowledge of general 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.
• Commercial negotiation skills and financial acumen, with the proven ability to manage and accurately forecast against a book of renewable business.
• Communication and presentation skills.
• Strong problem-solving skills, active listener, highly effective in process management with a keen attention to detail.

Company Description

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