Oracle Renewal Sales Manager - REMOTE - 2022A in Topeka, Kansas
Drive the renewal of Oracle's contracts to existing customers.
Responsible for timely renewals for medium-sized customers in assigned territory. Educate customers on business practices and any associated contractual implications. Ensure customer awareness and understanding of applicable elements of Oracle's portfolio. Meet productivity expectations on outbound calls for renewals. Manage exceptions for customers with issues that may delay or inhibit renewals. Identify and transfer leads to sales representatives for top-tier opportunities. Accurately forecast business targets and opportunities in territory.
5-8 years experience in sales or related area. Job duties are varied and complex, needing independent judgment. May have project lead role.
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The Cloud Renewal Sales Manager (CRSM) works with the Oracle ASM to secure the renewal and contracted revenue growth of Oracle Cloud accounts in their territory. This is strategically important to the health and growth of Oracle’s Cloud business. Key objectives are maximizing annual contract value, securing long-term (3+ year) renewal contracts, and achieving on-time renewal contract closure. The CRSM will have a defined customer base within an Oracle Cloud Product Pillar (Sales Automation, Service Automation, Marketing Automation or Human Capital Management) and will be responsible for all aspects of the renewal sales cycle with assigned clients. The CRSM will be responsible for maintaining focus on near term (current quarter) as well as longer term (multiple quarters out) renewals. It is critical that the CRSM collaborates with our Cloud Client Success organization and our Cloud Field Sales organization to ensure optimal engagement with clients well in advance of, and during the renewal cycle. The CRSM will partner with field sales to cover entire client base not just immediate renewals.
Essential Duties and Responsibilities
Lead the renewal sales cycle from proposal stage through contract execution in coordination with Field Sales.
Achieve / exceed quarterly renewal targets
Maximize renewal revenue
Drive on-time or early renewals
Sell extended term contracts (>3 Years)
Accurately forecast quarterly renewal revenue
Identify, up-sell & cross-sell opportunities within dedicated client base
Collaboratively work across internal LOB’s to achieve objectives
Identify “at-risk” renewal clients early in the cycle and construct the action plan to ensure a successful, timely renewal
Provide continuous feedback to management on both successes and challenges of the business
Essential Knowledge, Skills, Abilities, and Background
Strong track record of sales accomplishments leading commercial negotiations in a quota-carrying role
Experience with cloud-based/SaaS business process solution offerings
Product experience in Sales, Marketing and Service Automation, HCM, or ERP
Proven expertise working with the executive level in client environments, as well as with procurement and business owners (sales, HR, service orgs.)
Finance background a plus – understanding of accounting and financial principles such as Budgeting, ROI, Project Payback, Time Value of Money, TCO-based Selling
Understanding of legal terms in SaaS contracts (at a minimum, contract experience in Enterprise Software or Technology Service agreements)
Ability to effectively negotiate in both challenging and collaborative sales engagements
Ability to excel in a high-energy, quarterly-results driven sales culture
Team player who will work within the company to continue improving organization processes.
Bachelor’s degree in Finance or technology related discipline
Intermediate / advanced Excel skills, experience in Word, PowerPoint, and CRM systems
Drive the renewal of Oracle's contracts to existing customers.
Responsible for timely renewals for medium-sized customers in assigned territory.
Educate customers on business practices and any associated contractual implications.
Ensure customer awareness and understanding of applicable elements of Oracle's portfolio.
Meet productivity expectations on outbound calls for renewals.
Manage exceptions for customers with issues that may delay or inhibit renewals.
Identify and transfer leads to sales representatives for top-tier opportunities.
Accurately forecast business targets and opportunities in territory.
5-8 years' experience in sales or related area. Job duties are varied and complex, needing independent judgment.
Diversity and Inclusion:
An Oracle career can span industries, roles, Countries and cultures, giving you the opportunity to flourish in new roles and innovate, while blending work life in. Oracle has thrived through 40+ years of change by innovating and operating with integrity while delivering for the top companies in almost every industry.
In order to nurture the talent that makes this happen, we are committed to an inclusive culture that celebrates and values diverse insights and perspectives, a workforce that inspires thought leadership and innovation.
Oracle offers a highly competitive suite of Employee Benefits designed on the principles of parity, consistency, and affordability. The overall package includes certain core elements such as Medical, Life Insurance, access to Retirement Planning, and much more. We also encourage our employees to engage in the culture of giving back to the communities where we live and do business.
At Oracle, we believe that innovation starts with diversity and inclusion and to create the future we need talent from various backgrounds, perspectives, and abilities. We ensure that individuals with disabilities are provided reasonable accommodation to successfully participate in the job application, interview process, and in potential roles. to perform crucial job functions.
That’s why we’re committed to creating a workforce where all individuals can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before.
Oracle is an Equal Employment Opportunity Employer * . All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.
* Which includes being a United States Affirmative Action Employer