Oracle Existing Accounts Sales Representative III in Bengaluru, India
Existing Accounts Sales Representative III
Job Title: Renewal Sales Manager (RSM) – Applications Cloud
Reports to: Sales Director – Renewal Sales, APAC
Develop and manage Oracle Applications Cloud Renewals relationship within designated products and accounts, to maximise the retention of customers, identify expansion opportunities and drive a high degree of customer satisfaction through utilising resources in Oracle to maximise subscription renewal.
Account management of specified accounts, maximising revenue, minimising cancellations
Develop and manage customer relationships, positioning the value of Applications Cloud to each customer to protect & grow revenue streams
Meet set targets for revenue, retention rates
Preparation of renewal orders in accordance with customer contracts and business needs
Sales forecasts - providing accurate forecasts for allocated territories.
Work closely with partners where required to maximise renewals through these channels.
Leverage and align with all relevant lines of business within Oracle to facilitate timely and successful renewals
Work closely with Customer Success Managers and Field Applications Sales to manage opportunity within territory accounts.
Work as part of a team to ensure all renewals are actively managed.
It is expected that the successful applicant will have:
Previous sales and/or Account Management experience preferably in an Applications or IT related industry, though not essential
Proven record of exceeding quotas and targets
Excellent Customer Service skills
Strong contracts negotiation experience
Proven analytical, negotiation and problem solving skills
Competency with Excel, Word & systems
Strong written and verbal communication skills
Ability to travel where required
Ability to integrate internal resources and project manage customer outcomes.
Detailed Description and Job Requirements
Responsible for selling Oracle
- s enterprise application software and related services to and maintaining relationships with existing accounts in a defined territory.
Primary job duty is to sell business applications software/solutions and related services to and maintain relationship with existing accounts. Manage sales through forecasting, account resource allocation, account strategy, planning and post closure customer support. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.
5-8 years field sales experience with focus on large strategic accounts including applications sales experience. Highly developed selling, customer relations and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle
- s competitors. Interaction with C level players. Team player. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travel may be needed. Bachelor degree or equivalent. Job duties are varied and complex, needing independent judgment. May have project lead role.
Job Type: Regular Employee Hire