Customer Success Specialist (Mid-Market)

Position Overview:

As a Customer Success Specialist your job is to ensure existing customers maintain their investment with Follett School Solutions. Your goal is to achieve a high retention rate for the assigned customers. You will manage the contract renewal cycle for an assigned group of customers within the U.S. You will serve as the primary point of contact for your assigned customers during the renewal process and handle the client renewal from beginning to end including creating an accurate renewal quote, modifying the quote as needed, documenting all client interactions, communicating to the customer, and negotiating as needed to ensure each customer renews. You will provide proactive outreach to customers ahead of contract expiration and will follow a standard renewal playbook for client communications and contract negotiations. You may also at times provide operational support for creating and updating customer quotes for larger renewals that are owned by the Customer Success Management team. You will also collaborate with the sales and sales proposal teams as needed for upsell/cross-sell opportunities that are uncovered during the renewal process. As a Customer Success Specialist, you will maintain a strong knowledge of Follett Software products and/or services as well as all contract/license agreement service terms, pricing, limitations, etc.

Essential duties and responsibilities include the following. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Handles all operational aspects of creating renewal quotes for customers and owns the communication and delivery of quotes to assigned customers.
• Reviews and tracks renewal calendar for assigned customer base.
• Proactively identifies customer needs and concerns prior to the start of the 90 - day renewal time period to build an accurate quote.
• Configures and provides accurate renewal quotes to customers 90 days in advance of the contract renewal date.
• Uses standard playbook for written communication when sending accurate renewal quote to each customer.
• May at times provide support for renewal creation for the largest strategic customers for the Customer Success team to manage, negotiate and deliver to customers.
• Consults and negotiates with customers before and during the 90 -day renewal period to resolve any outstanding questions or challenges and leverages the sales team or customer success management as necessary.
• Documents all client communications accordingly and confirms receipt of quote and customer's plan to renew.
• Drives incremental revenue opportunities during contract renewal discussions and works with Sales and Customer Success teams for proper follow up.
• Prepares monthly and/or quarterly reports on customer base and status (intent to renew) of upcoming renewals for each customer assigned.
• Provides input on activities related to the renewal process and opportunities for process improvements.
• Participate in quarterly sales review meetings and Customer Success teams to understand company forecasts, retention rates, reasons for non-renewal and customer relationship challenges.
• Other duties as assigned.

To be considered for and to perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required.

Qualifications include:

• Education: Associate's degree or equivalent
• 2+ years of Customer Success, Sales Development or Business Development Experience
• Prefer experience working for a B2B SaaS company or K12 Experience and/or Follett Destiny Library Software experience
• . Track record of meeting or exceeding goals in an individually focused, quota carrying role.
• Experience in Account Renewal, Account Management or Customer Success in K12 industry is preferred but not required.
• The ability to understand and articulate each client's unique buying cycle, procurement stage and purchasing vehicle as early in the process as possible is critical and key to success in this role.
• Specialized computer knowledge with technical aptitude for using Salesforce or other CRM solutions software.
• Salesforce and Gainsight experience are preferred but not required.
• Thrives in fast-paced environments, embraces challenges with a "can-do" attitude, is independent and demonstrates proactive strong problem-solving skills.
• Passionate about understanding and solving customer needs with a strong history of customer outcome focused roles.
• Effective interpersonal and written and verbal communication skills.
• Preferred experience with Oracle Business Suites and at least beginner level Microsoft Word and Excel.
• Proficient PC and technical/software skills.