Director of Research, Renewal of Recurring Revenues

Job Description

Recurring revenues are prominent in today’s business models for enterprise IT companies, industrial equipment manufacturers, and healthcare IT companies.

Maintenance and support revenues represent predictable and profitable revenues for traditional technology companies.

And XaaS subscription revenues are becoming material, not only for born in the cloud companies, but also for traditional on-premise technology companies.

The Director of Research for the Renewal of Recurring Revenues will be responsible for gathering and analyzing information and discerning key success tactics in the area of subscription and support contract renewals. He/she will have extensive and current knowledge of how organizations leverage tools and business practices to optimize account revenues and minimize sales and marketing costs.

This qualitative and quantitative information will be used to provide strategic insights and actionable intelligence for association member companies. Responsibilities include benchmarking performance of subscription and support contract renewals, industry trend analysis, and renewal maturity assessments. The successful candidate will have familiarity with renewals sales and renewal operations. This person is comfortable and enjoys working with data. More importantly, this person has the ability to convey key findings through presentations as well as in written reports.

The Director of Research, Renewal of Recurring Revenues is part of a research team responsible for the successful application of association frameworks and insights by association members. This person will work closely with the Executive Director of TSIA, Membership Development Directors, and Program Managers for TSIA. Key activities of this position will include:

  • Presentation of key industry trends to membership at various membership forums.
  • Management of internal and external analyst resources.
  • Data gathering, analysis, and presentation of industry benchmarking for members.
  • Ongoing content refinements to benchmarking and industry trend data-gathering instruments.
  • Design, implementation and presentation of multi-member studies.
  • Authoring of articles for inclusion in various publications.

The Practice leader must have strong proficiency with the following tools:

  • Power Point
  • Excel
  • Word

This position will be part of the TSIA research team but will work closely with the SVP of Strategic Services and the SVP of Member Development.

Key Metrics

Like every employee in Point B, the Director of Research will be evaluated on the ability of the association to grow and meet the business needs of members. Additionally, this position will be evaluated on the following metrics:

  • Quality of research deliverables.
  • Responsiveness to member inquiry.
  • Peer evaluation.

Location

This is a full-time, work from home position. The candidate can be based anywhere in the U.S and will be given state-of-the-art tools to communicate with co-workers and members around the world.

About Point B

We own and operate the industry’s leading association for technology services. Our member companies include virtually every major player in global technology markets like IT, consumer, office solutions, medical device and others. In addition to research and publishing, our associations conduct industry conferences and trade shows. We also deliver advisory and consulting services in conjunction with our consulting partners.

Qualifications

The successful candidate will have:

  • Clear understanding of the practices currently employed by technology companies to secure subscription and support contract renewals.
  • Strong communication and customer interaction skills.
  • Minimum of ten years’ experience in the technology support services or software-as-a-service industry.
  • Prior experience conducting industry research and analysis preferred.
  • Previous experience consuming industry benchmarking analysis.
  • Willingness to travel 25%.
  • Knowledge of statistical programs knowledge, such as SPSS, considered advantageous.

Education

Required: B.S. or B.A.

Preferred: Advanced degree in Business, Economics, IT, Marketing or Statistics.

Experience

Required: Minimum 10 years professional experience.

FOR MORE INFORMATION:

Please contact Thomas Lah at thomas@tsia.com

About TSIA

The Technology Services Industry Association (TSIA) is the world's leading organization dedicated to advancing the business of technology and services. Technology services organizations large and small look to TSIA for world-class business frameworks, best practices based on real-world results, detailed performance benchmarking, exceptional peer networking opportunities, and high-profile certification and awards programs. TSIA corporate members represent the world's top technology companies as well as scores of innovative small and mid-size businesses in four major markets: enterprise IT and telecom, consumer technology, healthcare and healthcare IT, and industrial equipment and technology.