Oracle Renewal Manager, Tech Cloud, JAPAC in Australia, Australia
Renewal Manager, Tech Cloud, JAPAC
The individual will work with regional Cloud Platform Field Sales Managers and Customer Success Managers to secure the renewal and contracted revenue growth of our Cloud accounts in their territories. This is strategically important to the health and growth of Oracle’s Cloud business, and acts as overlay to the existing sales process.
Key objectives would include maximizing annual contract value, securing long-term (3 year) renewal contracts and achieving on-time renewal contract closure. You will be expected to defined customer bases within Oracle Cloud Product Pillars and be responsible for all aspects of the renewal sales cycle with assigned clients. The ideal incumbent is responsible staying focussed on both near term (current quarter) as well as longer term (multiple quarters out) renewals by participating in weekly forecast cadence calls and knowing/communicating the renewal status of all accounts in the team’s territories.
Essential Duties and Responsibilities
The role of the UCM Renewal PMO consists of:
Identifying renewal opportunities from our contract base with support from the CSM usage intelligence;
Supporting field sales with renewal opportunity support;
Aligning with the respective sales managers to provide valuable business insights;
Delivering regular necessary reporting/analysis to sales management while providing UCM adoption intelligence/trends; and
Working in close collaboration with field management and sales leadership to secure, follow through and achieve renewal targets.
Provide Program leadership to the local Renewal Managers to identify renewal opportunities
Provide shadow forecasting for renewals, ensuring on time renewals
Achieve / exceed quarterly renewal targets
Assist sales management and CSMs to drive renewal consumption
Identify “at-risk” renewal clients early in the cycle and construct the action plan to ensure a successful, timely renewal with zero or minimal churn
Provide continuous feedback to management on both successes and challenges of the business
Success will be realized by achieving PaaS/IaaS solution adoption successfully, customer satisfaction and reference ability, and contract renewals & expansions for Platform and Infrastructure Cloud
Essential Knowledge, Skills, Abilities, and Background
Knowledge of Oracle Cloud Technology and demonstrated experience in influencing customer usage and consumption of the Tech Cloud Licenses.
Strong track record of sales accomplishments, commercial acumen
Program Management, and Analytical skills to help identify trends
Experience with cloud-based/Tech Cloud business process solution offerings
Product experience in Platform and Infrastructure Cloud
Proven ability to engage with senior business executives and strong communications skills
Finance background is beneficial – understanding of accounting and financial principles such as Budgeting, ROI, Project Payback, Time Value of Money, TCO-based Selling
Understanding of the basic legal and financial concepts in Renewal contracts such as ramping, SLAs and Revenue Recognition
Ability to effectively negotiate in both challenging and collaborative sales engagements as a shadow contributor
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
8-12 years Program / 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
Detailed Description and Job Requirements
Drive maximum adoption of Oracle solution and identify/drive product expansion opportunities via high value relationship with the client.
Work with medium sized clients to develop long term partnership with our clients to ensure they remain successful by realizing the full value of their investment with us to ensure client continues/replenish/renews contract with Oracle. Responsible for maintaining a high level of client satisfaction by being a liaison between our clients and Oracle's internal operations. Identify product expansion/up sell opportunities. Responsible for sharing information across the CSM team via defined methods.
Job duties are varied and complex utilizing independent judgment. 5 to 7 years of professional experience. Demonstrated experience in implementation or client facing relationship experience. Understanding of various technical architectures and operating systems. Industry experience is desired.
Job Type: Regular Employee Hire
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