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Cloud Renewal Sales Manager - Austin, TX #5579206


Company: Oracle

Date: 10/11/2018

Category: Telecommunications Services

City: Austin, TX

Cloud Renewal Sales Manager


Preferred Qualifications


Cloud Renewal Sales Manager


Description


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 andResponsibilities


  • Lead the renewal sales cycle from proposalstage 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 renewalrevenue


  • Identify, up-sell & cross-sellopportunities within dedicated client base


  • Collaboratively work across internal LOB’sto achieve objectives


  • Identify “at-risk” renewal clients early inthe cycle and construct the action plan to ensure a successful, timelyrenewal


  • Provide continuous feedback to management onboth successes and challenges of the business

Essential Knowledge, Skills, Abilities, andBackground


  • Strongtrack record of sales accomplishments leading commercial negotiations ina quota-carrying role


  • Experiencewith cloud-based/SaaS business process solution offerings


  • Productexperience in Sales, Marketing and Service Automation, HCM, or ERP


  • Proven expertise workingwith the executive level in client environments, as well as withprocurement and business owners (sales, HR, service orgs.)


  • Financebackground a plus – understanding of accounting and financial principlessuch as Budgeting, ROI, Project Payback, Time Value of Money, TCO-basedSelling


  • Understandingof legal terms in SaaS contracts (at a minimum, contract experience inEnterprise Software or Technology Service agreements)


  • Abilityto effectively negotiate in both challenging and collaborative salesengagements


  • Abilityto excel in a high-energy, quarterly-results driven sales culture


  • Teamplayer who will work within the company to continue improving organizationprocesses


  • 5-7Years sales experience in technology-based company


  • Bachelor’sdegree in Finance or technology related discipline


  • Intermediate/ advanced Excel skills, experience in Word, PowerPoint and CRM systems


  • Sometravel (10 – 25%) may be required

O raclesupports workforce diversity and is an equal employment opportunity employer


Detailed Description and Job Requirements


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.


Job: Sales


Location: US-TX,Texas-Austin


Job Type: Regular Employee Hire


Organization: Oracle


This job is expired and moved to the archive.



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