GitHub helps companies and organizations succeed by allowing them to build better software together. The renewal event serves as a key milestone within the customer’s lifecycle where customers reflect on the value of their GitHub investment and take the time to celebrate and think about the past while also planning for the future. We are looking for an excellent Renewals Specialist to join our fast growing team supporting our largest customers across the world. This role will partner with Account Executives, Customer Success Managers, Finance, Deal Desk, Legal, Microsoft counterparts, and other internal partners to retain and expand our customer base. This candidate will produce and present compelling customer proposals, ensuring that large contracts are renewed on time and quoted accurately.

• Define and negotiate complex contractual terms, with collaboration from the account team to preserve and enhance customer contracts and relationships

• Proactively collaborate with Sales to support contract setup, signature, compliance, and execution from deal approval to invoicing and closure. Manages areas of fiscal responsibility within portfolio, staying within budget while driving engagement profitability and risk management

• Actively engage with key decision-makers to identify customer requirements and drive on-time commitments

• Lead, maintain and report an accurate rolling 90-day forecast of renewals in your territory

• Engage in strategies that support long-term protection of business and mitigating risk

• You will discover and identify upsell/cross-sell opportunities upon contract renewal to maximize customer growth

• Communicate risk clearly and take the lead in developing resolution strategies

• Craft deals that scale and are good for both the customer and GitHub will process (book), including any standard or custom amendments and documentation

• Coaches others on assessment and escalation of risk as needed. Uses both corporate and local resources, and keeps up to date with current tools.

• Help cultivate a team culture that includes high ownership, customer-first focus, high integrity, and an optimistic and positive environment

Required Qualifications

• 5+ years experience in contract administration, renewals management, consulting, project management, sales, or sales operations

  • OR Bachelor's Degree in Business, Law, Communications, or related field AND 3+ years experience in contract administration, renewals management, consulting, project management, sales, or sales operations

  • OR Master's Degree in Business, Law, Communications, or related field AND 1+ year(s) experience in contract administration, renewals management, consulting, project management, sales, or sales operations

  • OR equivalent experience.

• 2+ years experience working with large enterprise customers in a high growth technology company

• Business level written and verbal language skills in both English and Japanese

Preferred Qualifications

• 7+ years experience in contract administration, renewals management, consulting, project management, sales, or sales operations

  • OR Bachelor's Degree in Business, Law, Communications, or related field AND 5+ years experience in contract administration, renewals management, consulting, project management, sales, or sales operations

  • OR Master's Degree in Business, Law, Communications, or related field AND 3+ years experience in contract administration, renewals management, consulting, project management, sales, or sales operations

  • OR equivalent experience.

• 3+ years of Software as a Service (SaaS) experience.

• Strong customer orientation, dedication, and passion for delivering a great customer experience

• Highly organized with an ability to multitask while navigating ambiguity with a rapidly-changing environment

• Ability to grow business in a strategic manner, i.e. creating new processes and initiatives

• The ability to confidently address difficult questions, handle push back from a high-level audience, and maintain an executive demeanor while engaging in difficult or sometimes high-pressure situations

GitHub values

• Customer-obsessed
• Ship to learn
• Growth mindset
• Own the outcome
• Better together
• Diverse and inclusive

Manager fundamentals

• Model
• Coach
• Care

Leadership principles

• Create clarity
• Generate energy
• Deliver success