About us

At Tana, we believe that your skills and your character define you, not where in the world you were born. We empower brilliant young people in Africa to start meaningful careers by training them for tech and data roles, and embedding them into full-time, remote positions with companies across North America and Europe. We're a rapidly growing start-up headquartered in Nairobi, Kenya, with a vision to change the world of work.

Position Overview

We are hiring a Software Renewals Specialist to manage existing customers' software contract renewals for a global software company. You will guide customers through the renewal process, prepare quotes, coordinate purchasing paperwork and discuss pricing and terms within approved guidelines.

This role would suit someone who has worked closely with purchasing processes, enjoys customer communication and can manage many transactions accurately. Your experience can come from any industry; previous software renewals experience is helpful but not required. You should be comfortable handling customer pushback, explaining agreed boundaries and knowing when to seek support.

Responsibilities

• Own the end-to-end renewal process for an assigned global portfolio, contacting customers before renewal to confirm their needs, timelines and purchasing processes.
• Prepare renewal quotes using approved pricing guidelines, negotiate price and terms within defined limits, and obtain internal approval for concessions where required.
• Work with customer purchasing teams to obtain purchase orders, complete vendor forms and resolve paperwork blockers, accounting for regional purchasing practices.
• Coordinate quotes, pricing and order processing with channel partners and distributors on partner-led renewals.
• Identify expansion opportunities and partner with the Account Manager. Escalate renewal risks, requests outside approved limits, contract changes and customer concerns, working with relevant internal teams to resolve issues.
• Maintain accurate renewal opportunities in Salesforce, provide reliable weekly forecasts and flag at-risk renewals early.
• Use templates, follow-up sequences and automation to manage high volumes efficiently, and recommend improvements to renewal guidelines and processes based on customer and partner feedback.
• Meet or exceed renewal rate, on-time renewal and retained annual recurring revenue targets.

Requirements

• 2+ years of experience in a role closely connected to purchasing processes, such as sales, renewals or account management, with clear examples of your personal involvement.
• Working knowledge of how purchases move forward, including relevant steps such as approvals, purchase orders, vendor onboarding or procurement discussions.
• Comfort discussing pricing and terms with customers, explaining an approved offer and handling pushback professionally. Previous customer negotiation experience is helpful but not required.
• Judgement about when to hold an agreed boundary and when to escalate a request for support or approval.
• Strong organisation and attention to detail, with the ability to manage many concurrent transactions, deadlines and follow-ups.
• Clear, professional written and verbal communication with customers and partners.

Nice to have

• Experience in B2B software or technology.
• A track record of meeting renewal, retention or revenue targets.
• Experience using Salesforce or a similar CRM and quoting tools.
• Experience working with channel partners, resellers or distributors.
• Experience in software-as-a-service or subscription renewals.
• Cybersecurity or networking industry experience.
• Familiarity with quote configuration and pricing tools, deal approval processes or contract management.
• Additional languages that support customers in Europe, the Middle East, Africa or Asia-Pacific.

Location: Remote (based in Kenya)

Working Hours: 12:00 PM – 9:00 PM EAT

Contracting: If selected, you will be hired by Tana and embedded full-time with the client.

• Own the end-to-end renewal process for an assigned global portfolio, contacting customers before renewal to confirm their needs, timelines and purchasing processes.
• Prepare renewal quotes using approved pricing guidelines, negotiate price and terms within defined limits, and obtain internal approval for concessions where required.
• Work with customer purchasing teams to obtain purchase orders, complete vendor forms and resolve paperwork blockers, accounting for regional purchasing practices.
• Coordinate quotes, pricing and order processing with channel partners and distributors on partner-led renewals.
• Identify expansion opportunities and partner with the Account Manager. Escalate renewal risks, requests outside approved limits, contract changes and customer concerns, working with relevant internal teams to resolve issues.
• Maintain accurate renewal opportunities in Salesforce, provide reliable weekly forecasts and flag at-risk renewals early.
• Use templates, follow-up sequences and automation to manage high volumes efficiently, and recommend improvements to renewal guidelines and processes based on customer and partner feedback.
• Meet or exceed renewal rate, on-time renewal and retained annual recurring revenue targets.

• Working knowledge of purchasing processes, including approvals, purchase orders, vendor onboarding or procurement discussions.
• Comfort discussing pricing and terms with customers, explaining an approved offer and handling pushback professionally.
• Judgement about when to hold an agreed boundary and when to escalate a request for support or approval.
• Strong organisation and attention to detail, with the ability to manage many concurrent transactions, deadlines and follow-ups.
• Clear, professional written and verbal communication with customers and partners.

• 2+ years of experience in a role closely connected to purchasing processes, such as sales, renewals or account management, with clear examples of your personal involvement.