Job Description:
This position is responsible for being a key individual contributor on a high performing team that consistently achieves renewal targets by forging strategic relationships with field sales and other internal stakeholders and executing all phases of the contract renewal lifecycle. This includes structuring and negotiating renewal deals, increasing net new revenue by cross sell and upsell in collaboration with field sales, and communicating with channel partners and end customers. Focuses on renewing the organization's customers, identify both up-sell and cross-sell opportunities among customers, and works cross collaboratively with internal teams to prevent churn and increase retention and customer satisfaction.
ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:
- Takes ownership of your assigned territory and drives renewal engagement and focuses on customer retention.
- Manages 400-600 renewal accounts with confidence on an annual basis.
- Forges strategic relationships with field sales and channel partners.
- Collaborates with cross-functional departments such as sales, customer success, finance, and order management.
- Leverages regional Channel contacts for customer engagement.
- Pro-actively manages and prioritizes the weekly, monthly, and quarterly renewal activities.
- Verifies the data integrity of all quotes and purchase orders.
- Interprets raw data sets and conducts data analysis/audits.
- Interacts and pro-actively communicates with internal teams to fulfill the renewal quotes.
- Obtains appropriate internal approvals, where necessary.
- Tracks and reports on renewal activities utilizing Salesforce.com.
- Provides feedback to further define internal processes.
- Manages the different facets of subscription and support renewals.
- Prepares the renewal letters, quotations, invoices, and notifications.
- Contacts clients directly to negotiate terms and conditions and render renewal contracts .
- Positioning services and escalating pain points to the Sales and Customer Success Team.
- Refines renewal strategies that proactively engage a client in reducing churn rates.
- Augments the upsell and cross-sell opportunities.
- Works with the product team to receive feedback on the growing requirements of a customer.
- Meets the desired goals and established metrics.
- Works to develop and refine renewal process that proactively engages the customer base minimizing churn and maximizing additional utilization of Vertex's products.
- Creates a system and process to identify customers who have high potential of churn, up-sell, and down-sell.
- Works with internal teams and the customer to minimize churn and increase usage of the organization's solutions.
- Participates in projects and performs other duties as assigned.
SUPERVISORY RESPONSIBILITIES:
- N/A
KNOWLEDGE, SKILLS AND ABILITIES:
- Ability to work to set targets and deadlines.
- Self-motivated
- Ability to forecast accurately.
- Ability to manage 400-600 accounts annually.
- Excellent phone presence and interpersonal skills.
- Excellent verbal and written skills.
- Proven follow-up skills.
- Results oriented.
- Excellent time management skills.
- Team Player.
- Articulate and professional.
- Ability to create valid business reasons to engage customers.
- Comfortable with negotiation and having conversations with procurement departments around pricing.
- Microsoft proficient.
- Experience with Salesforce as a CRM tool.
EDUCATION AND TRAINING:
- Bachelor's Degree required.
- Four (4) plus years of experience.
- Experience with Salesforce.com.
- Or equivalent combination of education and/or experience.
Other Qualifications
The Winning Way behaviors that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.
• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.
• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.
• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.
• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.
• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.
COMMENTS:
The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.
Top Skills
What We Do
The Trusted Leader in Tax Technology.
We're Vertex (VERX). A pioneer in tax automation for more than 40 years. We proudly serve over 4,000 customers worldwide with distinction and provide comprehensive tax solutions that enable global businesses to transact, comply and grow with confidence.
Our collaborative, friendly culture is the foundation of everything we do and who we are. We're proud to be an employer guided by a common purpose by building trusted relationships at work, in business and in our communities. We strive to be a values-driven employer of choice who attracts, retains, and inspires talented professionals to achieve their full potential. We employ over 1,500 full-time professionals across three continents: US, Europe, and Brazil.
Our software, content, and services address the increasing complexities of global commerce and compliance by reducing friction, enhancing transparency and enabling greater confidence in meeting indirect tax obligations. As a result, our software is ubiquitous within our customers’ business systems, touching nearly every line item of every transaction that an enterprise can conduct. Our software is fueled by over 300 million data-driven effective tax rules and supports indirect tax compliance in more than 19,000 jurisdictions worldwide.
We partner with the world’s most respected companies and harness their strengths to deliver the best tax technology solution to businesses across the globe. We integrate with key technology partners that span ERP, CRM, procurement, billing, POS and e-commerce platforms. We also work closely with over 50 tax, accounting and consulting firms to provide the integrated tax technology solutions.
Why Work With Us
Vertex Inc. is a remote-first global organization that stands out for its commitment to innovation, collaborative culture, and focus on employee growth—our cutting-edge tax technology solutions power global commerce and creativity thrive. Join us to make a meaningful impact and advance your career in a supportive, dynamic workplace.
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