Sr. Renewals Specialist, Federal

At the end of this thrilling journey, you'll become a proud member of Hack The Box, with the ultimate mission to help redefine cybersecurity expertise. Get ready for an exciting adventure into the world of cybersecurity!
The core mission of the Federal Sr. Renewals Specialist:

The HTB Federal client base is growing fast and at the same time, due to our great product, we are able to achieve high retention. To support our Revenue organization, we'll be bringing on the team a Senior Renewals Specialist for the US Federal business. This role is responsible for renewing, up-selling, and optimizing license subscription contracts for the US federal government. Your core mission is to ensure seamless contract continuation by negotiating favorable terms that align with government regulations, mission needs, and company goals. It also involves building key relationships with budget holders, contracting departments/officers, and resellers, as well as becoming a trusted advisor for all of their contract requests.

As part of your role, you will be responsible for delivering our renewal process for a set of accounts assigned to you. You will need to identify HTB platform usage trends and other important information collected throughout HTB interactions with the customer, which ultimately will enable you to generate a meaningful and beneficial for the customer proposal upon the renewal of their HTB annual subscription.

The fellowship you'll be joining:

Reporting to the global Renewals Manager, you will be part of the Customer department and, more specifically, the Renewals team. You'll also be able to connect with multiple internal stakeholders (Customer Success Managers, Account Executives, Solution Engineers, Business Operations, Sales Ops, Legal, Finance), improve workflows and manage your own schedule. Clear communication, high organizational skills, teamwork, and some experience in general administration are the requirements that you'll need to have, in order to be successful in the role.

Technology tools & weapons you'll be using:

Hubspot, ChurnZero, Pandadoc, Jira, Slack

Interesting resources you should check:

• Customer Stories
• A glimpse into HTB's 2024 Sales Kick Off (SKO)
• Humans of HTB: Anna's journey into HTB customer success scaling team

The adventures that await you after becoming the Federal Sr. Renewals Specialist at Hack The Box:

• Owning the renewal process for a portfolio of HTB Federal customers, being their go-to point of contact with all commercial matters regarding the renewal of their annual subscription service/contract
• Taking care of all administrative duties relating to renewals including: researching customer contracts and purchasing history to generate a timely renewal proposal, guiding the customer through the renewal cycle, tracking the Purchase Order, tracking the payment
• Building effective relationships with commercial contacts (budget holders, contracting departments/officers) within our Federal client base, as well as distributors and resellers
• Understanding and following the sales process for different departments within the USG as it pertains to budget allocation, preferred contract vehicles, and potential pitfalls in those processes.
• Engaging directly with customers to propose the value proposition of HTB's products & solutions, support business requirements, and overcome objections to ensure the success of upcoming renewals
• Collaborating with different internal stakeholders (Customer Success, Sales, Business Operations, Legal, Finance, etc)
• Forecasting and tracking account-based metrics, e.g. probability of renewal deal to close, on-time renewal
• Regularly updating and utilizing internal systems (Hubspot and ChurnZero) to accurately manage client renewal information, status, and reports
• Developing deep expertise and understanding of Hack The Box products to drive positive renewals
• Ability to work within a global company

Skills, knowledge, and experience points required to unlock the role of the Federal Sr. Renewals Specialist at Hack The Box:

• 5+ years experience with contract renewal/account management
• Customer service or/and administration experience
• Experience working within the US government
• A deep understanding of the complexities of US government procurement and contracting is essential.
• Understanding of how to appropriately respond to RFQs and RFPs along with understanding specific guidelines for responses.
• Experience in negotiating complex, multi-year agreements.
• Strong process management, financial acumen, and strict compliance with policies.
• Ability to overcome customer objections
• Self-starter, positive attitude, strong work ethic, attention to detail, comfortable working to deadlines
• Ability to work with minimal supervision, with a proactive approach to completing assigned tasks
• Strong interpersonal and problem-solving skills
• Ability to communicate effectively with customers by email and verbally
• Willingness to contribute new ideas for how to improve and make our renewals procedure more effective
• Experience using Hubspot/ChurnZero would be considered a strong asset

You'll have the exhilarating opportunity to contribute to a product that is highly appreciated by users and the cybersecurity community at large.

You'll experience a highly supportive and caring environment, fostering growth, flexibility, and autonomy.

You'll embark on an exciting journey of continuous learning and problem-solving, leveling up as our organization grows.

Most importantly, you'll have a blast at HTB because fun is an essential ingredient in our recipe for success! Just wait until you see our global meet-ups!

• Private insurance, Dental & Vision, 401K
• Paid paternity & maternity leave
• 25 annual leave days
• Home Office Allowance
• Dedicated budget for training and professional development, participation in conferences
• State-of-the-art equipment
• Full access to the Hack The Box lab offerings; so you can learn how to hack

• Level 1: To complete level one's objective, submit your application.
• Level 2: Meet the Talent Acquisition team. Level's objective: highlight your past achievements, ambitions, and values.
• Level 3: Meet the hiring manager. Level's objective: connect with the hiring manager and share with them your achievements.
• Level 4: Complete an assignment that aligns with day-to-day job-related tasks and responsibilities.
• Level 5: Congratulations! Not many reach this level . Level's objective: have a constructive, final conversation with senior leadership to explore the role and your future at HTB.
• Level 6: You've officially received an offer from HTB! To complete the last level and the Quest, all you need to do is accept the offer.
• Quest complete. Congratulations, you're officially one of us Your next quest: complete the onboarding.

At Hack The Box, we are on a quest to find the most exceptional and enthusiastic talent to join our team. Whether or not you consider yourself a gamer, we value what makes you unique and want to know more about you. This job post provides just a glimpse of the incredible gamified experience our business and consumer customers enjoy through our platforms. So, if you're ready to embark on a journey of disruption, growth, and adventure, we can't wait to meet you!

Hack The Box is the Cyber Performance Center with the mission to provide a human-first platform to create and maintain high-performing cybersecurity individuals and organizations.

Hack The Box is the only platform that unites upskilling, workforce development, and the human focus in the cybersecurity industry, and it's trusted by organizations worldwide for driving their teams to peak performance. Offering an all-in-one environment for continuous growth, assessment, and recruitment, Hack The Box provides solutions for all cybersecurity domains.

Launched in 2017, Hack The Box brings together the largest global cybersecurity community of more than 3 million platform members. Rapidly growing its international footprint and reach, Hack The Box is headquartered in the UK, with additional offices in the US, Australia, and Greece.

Exciting News:

• Get the most important updates on HTB'slatest year!
• We are super proud to share that HTB's all three entities across theUK,US, andGreecehave been Certified as a Great Place to Work (Oct 2023-Oct 2024).

At Hack The Box, we are committed to fostering a diverse, inclusive, and equitable workplace. We believe that diversity enriches our performance, services, and the communities we serve. As such, we ensure that all job applications are considered solely based on merit, skills, and qualifications. We do not discriminate on grounds of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. We are dedicated to providing a fair and respectful work environment that reflects our values.

Hack The Box participates in E-Verify. For more information, please clickhereandhere.