Oracle Cloud Renewal Sales Manager Santa Monica CA or Austin TX in Bozeman, Montana
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.
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.
Cloud Renewals Sales Manager
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
5-7 Years sales experience in technology-based company
Bachelor s degree in Finance or technology related discipline
Intermediate / advanced Excel skills, experience in Word, PowerPoint and CRM systems
Some travel (10 25%) may be required
Title: Cloud Renewal Sales Manager Santa Monica CA or Austin TX
Location: United States
Requisition ID: 18001AQY
Other Locations: US-TX,Texas-Austin