• Enablement Strategy & Program Ownership • Design and own the Appspace sales enablement roadmap, aligned to pipeline, win rate, and ramp time goals • Establish and run a regular enablement cadence: onboarding programs, ongoing training, deal clinics, and competitive review sessions • Define success metrics for enablement (ramp time, deal velocity, win rate by segment, content usage) and report out to Sales and Marketing leadership • Partner with Sales Leadership to identify skill gaps and translate them into structured learning programs • Content Development & Management • Build and maintain a centralized, well-organized sales content library — pitch decks, discovery guides, objection handling frameworks, ROI tools, and competitive battlecards • Translate complex product capabilities and positioning (developed by Product Marketing) into compelling, rep-friendly sales narratives and talk tracks • Create role-specific content for different sales motions: new logo acquisition, expansion/upsell, enterprise deals, and channel/partner sales • Audit existing content inherited from Product Marketing; rationalize, refresh, and retire to ensure reps are using current, accurate materials • Own the sales content management system and governance, tagging, analytics, and adoption • Onboarding & Ramp Programs • Collaborate with sales leadership to redesign sales onboarding for new AEs, SDRs, and SEs — targeting a measurable reduction in time-to-first-deal • Build structured paths covering product knowledge, sales methodology, competitive landscape, and value-based selling • Develop a manager enablement track to ensure frontline managers are coaching to consistent methodology and playbooks • Sales Process & Methodology • Embed and reinforce a consistent sales methodology (e.g., MEDDIC/MEDDPICC, Challenger, Command of the Message) across the sales organization • Build deal qualification and progression frameworks that align to Appspace's ICP and buying committee dynamics • Partner with Revenue Operations to align enablement programs to CRM stage definitions and pipeline inspection processes • Leverage win/loss analysis to identify coaching opportunities and inform content priorities • Competitive Intelligence & Readiness • Own distribution and knowledge verification of competitive enablement, leveraging up-to-date battlecards and competitive positioning for key competitors • Work with Product Marketing to rapidly disseminate competitive intelligence when market dynamics shift • Train reps on how to navigate competitive objections and position Appspace's differentiation confidently • Product Launch & Campaign Readiness • Lead field readiness for new product launches, packaging changes, and pricing updates — ensuring reps can speak to new capabilities on day one • Partner with Demand Generation to align on campaign messaging and ensure sales can follow up with consistency • Build and maintain updated talk tracks, email templates, objection handling, and customer-facing collateral to support new product and feature launches • Cross-Functional Collaboration • Serve as the primary liaison between Sales and Marketing — translating field feedback into product marketing and campaign inputs • Work with Customer Success to leverage customer stories, use cases, and expansion motions as sales assets • Partner with RevOps on tooling, workflow automation, and data that supports rep productivity and enablement effectiveness.

• Enablement Strategy & Program Ownership • Design and own the Appspace sales enablement roadmap, aligned to pipeline, win rate, and ramp time goals • Establish and run a regular enablement cadence: onboarding programs, ongoing training, deal clinics, and competitive review sessions • Define success metrics for enablement (ramp time, deal velocity, win rate by segment, content usage) and report out to Sales and Marketing leadership • Partner with Sales Leadership to identify skill gaps and translate them into structured learning programs • Content Development & Management • Build and maintain a centralized, well-organized sales content library — pitch decks, discovery guides, objection handling frameworks, ROI tools, and competitive battlecards • Translate complex product capabilities and positioning (developed by Product Marketing) into compelling, rep-friendly sales narratives and talk tracks • Create role-specific content for different sales motions: new logo acquisition, expansion/upsell, enterprise deals, and channel/partner sales • Audit existing content inherited from Product Marketing; rationalize, refresh, and retire to ensure reps are using current, accurate materials • Own the sales content management system and governance, tagging, analytics, and adoption • Onboarding & Ramp Programs • Collaborate with sales leadership to redesign sales onboarding for new AEs, SDRs, and SEs — targeting a measurable reduction in time-to-first-deal • Build structured paths covering product knowledge, sales methodology, competitive landscape, and value-based selling • Develop a manager enablement track to ensure frontline managers are coaching to consistent methodology and playbooks • Sales Process & Methodology • Embed and reinforce a consistent sales methodology (e.g., MEDDIC/MEDDPICC, Challenger, Command of the Message) across the sales organization • Build deal qualification and progression frameworks that align to Appspace's ICP and buying committee dynamics • Partner with Revenue Operations to align enablement programs to CRM stage definitions and pipeline inspection processes • Leverage win/loss analysis to identify coaching opportunities and inform content priorities • Competitive Intelligence & Readiness • Own distribution and knowledge verification of competitive enablement, leveraging up-to-date battlecards and competitive positioning for key competitors • Work with Product Marketing to rapidly disseminate competitive intelligence when market dynamics shift • Train reps on how to navigate competitive objections and position Appspace's differentiation confidently • Product Launch & Campaign Readiness • Lead field readiness for new product launches, packaging changes, and pricing updates — ensuring reps can speak to new capabilities on day one • Partner with Demand Generation to align on campaign messaging and ensure sales can follow up with consistency • Build and maintain updated talk tracks, email templates, objection handling, and customer-facing collateral to support new product and feature launches • Cross-Functional Collaboration • Serve as the primary liaison between Sales and Marketing — translating field feedback into product marketing and campaign inputs • Work with Customer Success to leverage customer stories, use cases, and expansion motions as sales assets • Partner with RevOps on tooling, workflow automation, and data that supports rep productivity and enablement effectiveness

Company Overview: Everything we do is for educators. We’re partnering with them to advance a bold vision for education that boosts district performance and student success. At Follett Software, we empower educators across roles with technology that streamlines processes and manages information and resources to improve their schools, increase student success, and drive the future of education. We believe that by empowering educators to amplify their impact on students’ lives, we can change the world. Our goal and mission is to drive the future of education. We are inspired by educators to deliver transformative technology. Our innovative, connected solutions simplify challenges and offer a seamless and intuitive experience. POSITION SUMMARY The Renewal Operations Analyst supports Customer Success and Renewals by managing day-to-day renewal operations, including backup execution support, handling renewal and pricing escalations, and driving process improvements. This role delivers reporting, analysis, and cross-functional coordination to improve renewal performance and decision-making. Working closely with senior leadership, the analyst provides insights on renewal forecasting, pricing, and performance against goals, using tools such as Salesforce, Salesforce CPQ, Oracle, and Microsoft Office. The role requires strong analytical skills, independent judgment, and the ability to handle sensitive financial and operational information with discretion. POSITION SCOPE Operational Support - Contribute to renewal process improvements across all supported products. - Collaborate with cross-functional teams including Sales, Customer Success, Customer Service, Finance, and Operations. - Support renewal operations by ensuring data accuracy, process consistency, and operational efficiency. - Provide day-to-day support for renewal requests, renewal updates, pricing changes, escalations, and customer-related concerns. - Maintain accurate renewal records and help drive consistency across renewal workflows and system updates. Salesforce and Salesforce CPQ Support - Support the Renewals and Customer Success teams in Salesforce CPQ activities related to renewal quoting, amendments, pricing updates, and contract renewal workflows. - Assist with renewal quote creation and updates in Salesforce CPQ, ensuring accurate pricing, product configurations, and renewal data. - Help manage and troubleshoot renewal-related issues in Salesforce and Salesforce CPQ. - Partner with internal teams to improve adoption and effectiveness of Salesforce CPQ renewal processes. Reporting and Analysis - Build, maintain, and analyze Salesforce and Oracle reports and dashboards supporting renewals, including pipeline tracking, upcoming and lapsed renewals, pricing trends, renewal performance, and forecasting. - Support CPQ renewal reporting by tracking quote status, renewal timing, pricing changes, and outcomes to provide visibility into the renewal lifecycle. - Analyze renewal, pricing, and team performance data to identify trends, performance gaps, and opportunities for process improvement, and translate insights into actionable recommendations for segment managers and leadership. - Ensure reporting accuracy and data integrity by monitoring data quality, reconciling discrepancies across systems, and flagging inconsistencies. - Partner with senior leadership on business-critical reporting, operational priorities, and strategic analysis, including renewal forecasting, goal tracking, and overall business performance. - Handle sensitive financial and operational data with a high level of discretion, including variable compensation, salaries, earnings, pricing strategies, and leadership-level performance reporting, ensuring confidentiality at all times. Renewal and Pricing Support - Work closely with the Customer Success team to ensure renewal quoting and pricing needs are met in a timely and accurate manner. - Assist with customer renewal pricing updates, pricing reviews, and escalation support. - Help coordinate internal review of non-standard pricing requests and customer renewal concerns. - Support pricing discussions related to renewal incentives, exception requests, and other business decisions that require sound judgment, confidentiality, and a clear understanding of business impact. - Provide operational support for both standard and exception-based renewal motions. Customer and Team Support - Provide additional support to Customer Success Managers related to renewal questions, reporting needs, issue resolution, and data management. - Communicate clearly and effectively with both internal and external customers. - Work independently while managing multiple priorities and maintaining strong attention to detail. Other tasks and duties as assigned. QUALIFICATIONS - Bachelor’s degree in Business, Finance, Operations, or a related field, or equivalent work experience. - 2–4 years of experience in sales operations, customer success operations, renewals support, or a related function. - Experience in renewal management, revenue operations, or quote-to-cash support in a SaaS or technology environment. - Hands-on experience with Salesforce, including CRM data management, reporting, and dashboards. - Experience with Salesforce CPQ, supporting renewals, quoting, amendments, pricing workflows, and related reporting/analysis. - Experience with Salesforce CPQ renewal reporting and general business reporting/analysis. - Familiarity with Oracle and related operational/reporting processes is preferred. - Strong proficiency with Excel and Microsoft Office tools. - Demonstrated ability to handle confidential financial, compensation, and business performance information with discretion. - Ability to exercise independent judgment and make sound decisions when interpreting data, supporting pricing discussions, and managing sensitive business information. - Excellent communication and collaboration skills, with the ability to work effectively across departments. - Strong attention to detail, organization, and ownership of work. - Ability to identify process improvement opportunities and support operational excellence. WORK ENVIRONMENT - This role is remote and only open to candidates currently located in the United States and able to work without sponsorship.  - It requires a suitable space that provides a private and quiet workplace.  - Work hours and schedules are set to accommodate the requirements of the position and the needs of the organization and may be adjusted as needed.  PHYSICAL REQUIREMENTS - Perform tasks in a home office environment with frequent virtual meetings, communications, and interruptions, requiring effective time management and prioritization. - Prolonged sitting with sustained visual focus on digital screens, requiring the ability to interact at a typical working distance. - Frequent use of keyboard and mouse, involving repetitive hand movements and fine motor skills for typing, navigating, and handling materials. - Occasionally adjust position or move within the workspace to reach, retrieve, or access items, involving bending, twisting, or reaching, and occasionally lifting or carrying items weighing up to 10 pounds. - Travel requirements: Minimal (less than 10%) This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this job. However, this job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities or working conditions associated with the position. Duties, responsibilities, and activities may change at any time with or without notice. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job. EEO Follett Software provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability. We are committed to providing reasonable accommodations to, among others, individuals with disabilities and disabled veterans. If you are interested in applying for employment and need assistance or an accommodation in the application process due to a disability, please contact us by email and let us know the nature of your request and your contact information. Email: recruiting@follettsoftware.com CCPA Notice for California Residents: https://follettsoftware.com/wp-content/uploads/2024/10/Notice-to-California-Applicants.pdf

Work Schedule Standard (Mon-Fri) Environmental Conditions Office Job Description As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer. Summary A commercial-facing Sales Operations Analyst is required to support territory & data alignment in relation to CRM, ERP & Data Warehouses. The candidate will be a trusted subject matter expert on territory & data integrity for sales & internal commercial functions. The ideal candidate is driven by process improvement and possesses a strong problem-solving ability to quickly understand and resolve complex data issues. This role is ideal for a motivated data professional eager to develop their skills in a commercial environment while supporting data-driven decision-making. Key Goals & Responsibilities: - Develops and maintains scripts within data warehouses (e.g. Amazon Redshift), leveraging Python and related tools to optimize data workflows. - Manages CRM and ERP data alignment, ensuring accuracy in sales territories and account assignments. - Drives continuous improvement initiatives using lean methodologies. - Simplifies and presents large volumes of complex data in a clear and actionable manner. - Supports integration projects with a focus on data mapping and revenue history alignment. - Acts as a key contributor to the annual EMEA territory alignment project. - Collaborates cross-functionally and secures stakeholder buy-in. - Ensures data integrity across sales territories is consistently maintained. How will these be achieved: - Continuously evaluates processes to identify efficiency improvements. - Builds and maintains data integration processes using SQL and visualization tools such as Power BI. - Proactively solves problems, ensuring issues are swiftly resolved across sales and functional areas. - Acts as a key point of contact for territory alignment and data projects. - Processes, cleanses and validates data. - Builds and maintains Power BI dashboards to provide clear visual insights. - Explores and integrates AI solutions to enhance data analysis and operational efficiency. - Supports day-to-day sales and stakeholder requests in a timely and efficient manner. Minimum Requirements/Qualifications: - At least a few years of experience in a sales operations or related role. - Strong problem-solving capabilities with a proactive and detail-oriented approach. - Advanced working knowledge of the full Microsoft Office Suite, specifically Excel & Power Query. - Proficiency in data tools and languages e.g. SQL, Python, PowerBI, Cognos. - Understanding of data modelling concepts. - Excellent analytical and quantitative skills with ability to synthesize complex data. - Exposure to CRM systems, particularly Salesforce, preferred. - Project management capabilities and attention to detail. - Understanding of sales teams & territory alignment, beneficial. - Experience with data processing and validation. - Excellent communication skills & highly collaborative. - Ability to drive operational efficiencies, with a strong process improvement mindset. - Ability to maintain a flexible attitude to changing priorities. - Self-directed with ability to work independently and as part of a team.