Edtech.com's Summary

Bright Horizon is hiring a Senior Pricing and Renewal Lead. This role involves managing and leading pricing and negotiation for new, renewal, and upsell opportunities while collaborating with sales and account management teams to retain revenue and services. The Senior Pricing and Renewal Lead is responsible for fostering strong client relationships, monitoring client satisfaction, and ensuring successful contract renewals.

Highlights

Manage and execute client contract renewals, collaborating with sales and account management teams.
Develop revenue retention strategies and manage the renewal pipeline.
Build relationships with clients and third-party consultants to ensure satisfaction.
5 years of experience in account management, sales, or marketing required.
Bachelor's degree in business, finance, or related field preferred.
Strong business and financial acumen with a strategic mindset.
Knowledge of CRM systems and phone contact management experience needed.
Travel expectation: 5-10% of the time, sometimes on short notice.

Senior Pricing and Renewal Lead Full Description

Senior Pricing and Renewal Lead - Remote

Newton, Massachusetts, United States of America, 02459
Corporate

Full time

Primary Purpose

The Senior Pricing & Renewal Lead (SPRL) manages and leads, the pricing and negotiation of new, renewal, and upsell opportunities within the EdAdvisory portfolio of product and service offerings. This role leads the renewal process with overall shared responsibility for retention of existing revenue and services. The SPRL collaborates with sales and account management teams for the advancement of client and prospect journeys through the sale and renewal process, including the identification of upsell opportunities and determining fees that meet client need and internal objectives. SPRL will foster strong rapport and consultative partnerships with large strategic and complex clients including client contacts, procurement, and/or third- party consultants. The SPRL will identify possible roadblocks to solutions longevity within accounts and recommend mitigation plans.

Essential Functions/Responsibilities

Sales Process
- Achieves assigned growth goals by maintaining and growing revenue with EdAdvisory’s existing client base
- Manages, negotiates and executes client contract renewals, in partnership with sales, account management, and other internal stakeholders, and in alignment with internal strategy and financial goals
- Develops and recommends revenue retention strategies by collaborating with the sales and account management teams and through a deep understanding of the factors impacting ability to retain revenue
- Manages renewal pipeline and reports renewal activities and KPI’s in regular sales meetings
- Actively identifies and pursues opportunities to increase client revenue through upsell activities and price increases in contract renewals, as applicable
- Ensures the onboarding and adoption of products, as applicable, and the long-term success of each client
- Monitors client satisfaction with solutions and proactively looks for ways to increase solutions scope and scale
- Collaborates with internal teams to produce pricing for proposals and content in finalist meetings / site visits as well as identifies and prepares key participants in these meetings
- Ensures all renewal contracts are signed, and go-forward processes are agreed upon with the client, in close collaboration with the CRD
- Coordinates with Delivery Teams, CRDs, and other teams as necessary to ensure a positive customer experience throughout the contract term
- Supports the advancement of clients through milestones of the buyer’s journey including adoption, expansion, and renewal
Client Relationship Management
- Builds relationships with our existing customer base to monitor solution satisfaction and to develop understanding of a client’s account “snapshot” or current situation
- Builds relationships with client procurement and/or third-party consultants to effectively manage successful result
- Actively participates in client meetings with CRDs and CSDs to help drive renewal and sale interests
- Overcomes client objections to renewal and pricing process and actively educates clients about product offerings, promotions, and solutions capabilities

Decision Making

Receives limited direction and exercises independent judgement within the scope of their role

Influence

Regularly influences function or department

Impact

Department

Job Requirements – Education/Experience

Bachelor's Degree in business, finance or related field - Required
5 years experience in account management, sales, marketing or related fields working with large enterprise clients - Required

Would relevant experience be considered in lieu of applicable degree?

Yes

Minimum additional years of experience that would be considered in lieu of the applicable degree:

Additional Job Requirements

Strong business and financial acumen and a track record of accelerating growth via multiple support tools, processes, analytics and services
Strategic mindset with operational experience and expertise
Success in this position will be measured by profitable business line growth and client retention
Outstanding verbal and written English communication skills
Phone contact management experience, knowledge of online marketing and CRM systems
Ability to collaborate and work effectively in a fast-paced team environment with shared responsibilities
Proven success managing sales and contract renewals
Sales training that has included negotiation, upselling, and objection handling preferred
Travel Expectation 5 – 10% of the time (sometimes on short notice) to support meetings with clients

Original Job Description

Senior Pricing and Renewal Lead - Remote

Newton, Massachusetts, United States of America, 02459
Corporate

Full time

Primary Purpose

Essential Functions/Responsibilities

Sales Process
- Achieves assigned growth goals by maintaining and growing revenue with EdAdvisory’s existing client base
- Manages, negotiates and executes client contract renewals, in partnership with sales, account management, and other internal stakeholders, and in alignment with internal strategy and financial goals
- Develops and recommends revenue retention strategies by collaborating with the sales and account management teams and through a deep understanding of the factors impacting ability to retain revenue
- Manages renewal pipeline and reports renewal activities and KPI’s in regular sales meetings
- Actively identifies and pursues opportunities to increase client revenue through upsell activities and price increases in contract renewals, as applicable
- Ensures the onboarding and adoption of products, as applicable, and the long-term success of each client
- Monitors client satisfaction with solutions and proactively looks for ways to increase solutions scope and scale
- Collaborates with internal teams to produce pricing for proposals and content in finalist meetings / site visits as well as identifies and prepares key participants in these meetings
- Ensures all renewal contracts are signed, and go-forward processes are agreed upon with the client, in close collaboration with the CRD
- Coordinates with Delivery Teams, CRDs, and other teams as necessary to ensure a positive customer experience throughout the contract term
- Supports the advancement of clients through milestones of the buyer’s journey including adoption, expansion, and renewal
Client Relationship Management
- Builds relationships with our existing customer base to monitor solution satisfaction and to develop understanding of a client’s account “snapshot” or current situation
- Builds relationships with client procurement and/or third-party consultants to effectively manage successful result
- Actively participates in client meetings with CRDs and CSDs to help drive renewal and sale interests
- Overcomes client objections to renewal and pricing process and actively educates clients about product offerings, promotions, and solutions capabilities

Decision Making

Receives limited direction and exercises independent judgement within the scope of their role

Influence

Regularly influences function or department

Impact

Department

Job Requirements – Education/Experience

Bachelor's Degree in business, finance or related field - Required
5 years experience in account management, sales, marketing or related fields working with large enterprise clients - Required

Would relevant experience be considered in lieu of applicable degree?

Yes

Minimum additional years of experience that would be considered in lieu of the applicable degree:

Additional Job Requirements

Strong business and financial acumen and a track record of accelerating growth via multiple support tools, processes, analytics and services
Strategic mindset with operational experience and expertise
Success in this position will be measured by profitable business line growth and client retention
Outstanding verbal and written English communication skills
Phone contact management experience, knowledge of online marketing and CRM systems
Ability to collaborate and work effectively in a fast-paced team environment with shared responsibilities
Proven success managing sales and contract renewals
Sales training that has included negotiation, upselling, and objection handling preferred
Travel Expectation 5 – 10% of the time (sometimes on short notice) to support meetings with clients

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Senior Pricing and Renewal Lead

Edtech.com's Summary

Senior Pricing and Renewal Lead Full Description

Senior Pricing and Renewal Lead - Remote

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