Jobs for Veterans, Veteran Job Board |

Post Jobs

Job Information

Oracle Bronto Principal Account Manager in London, United Kingdom

Bronto Principal Account Manager

Preferred Qualifications

Job Title:

Principal Account Manager (IC4) - London


The Principal Account Manager role is an important role that reports into the Bronto North American Account Management organization for Oracle Netsuite. This role serves as the business liaison to Bronto’s top clients in EMEA, specifically accounts >$100k in annual revenue. The purpose of a dedicated resource is to ensure the utmost customer satisfaction amongst our clients, a high retention rate, and to ensure these clients are utilizing the application and have multi-pronged engagement with Bronto. This role also ensures that new or complimentary subscription software and service offerings are positioned appropriately, and that we maximize the Annual Recurring Revenue (ARR) growth and retention within the Bronto Account base.


  • BA or BS with 7 years of Account Management experience

  • Relationship development skills at executive and management levels within a client organization

  • Knowledge of web-based software as a service (SaaS), eCommerce/Online Retail preferred

  • Excellent oral, written, presentation, and interpersonal skills

  • Highly organized and ability to work in a fast paced environment

  • Professional demeanor, poise and appearance

  • Ability to thrive in a team environment – team players wanted

  • Proficiency with MS Office, CRM tools, Zoom

  • Formal Sales training a plus

Essential Duties and Responsibilities

Communications and Key KPIs

  • Maximize ARR (Annual Recurring Revenue) in Customer Base

  • Create plan to exceed ARR targets through presenting growth solutions to customer base

  • Present, negotiate and close upsell and renewal contracts

  • Grow and maintain pipeline of ARR Expansion opportunities

  • Submit weekly accurate forecasting for monthly performance against targets

  • Maximize Retention and Annualized Contract Value of Customers

  • Engage in renewal contract discussions

  • Create and present renewal solution proposals

  • Negotiate and close renewal contracts in assigned client base

  • Address and escalate open business issues to assist with satisfactory resolution

  • Close and Provisions opportunities in Netsuite CRM

  • Achieve Net Churn/Retention Targets

  • Communication with Accounts

  • Execute engagement plan with assigned accounts beginning with handoff from Direct Sales and including Success Plans, Business Reviews, Customer Success Presentations

  • Maximize engagement with Bronto including executive, product, marketing, support, and strategic professional services

  • Conduct regular on-site customer visits to build rapport and relationships

  • Assist in ensuring clients receive and engage on webinars, events, blog posts and social media posts

  • Act as escalation point of contact for customer satisfaction issues

  • Negotiate concessions where appropriate for customer satisfaction purposes, and with manager approval

Data Administration and Forecasting

  • Maintain Accurate Customer Information

  • Maintain and update accurate Opportunity, Customer, and Contact information in NSCorp CRM

  • Enter Sales Activity and log information gathered into the correct NSCorp fields

  • Maintain Opportunity Stages, Forecast Type, ARR amounts, updated notes to ensure opportunity data is accurate

  • Gather and enter into NSCorp additional customer background information, such as business information and additional technology providers in accounts

  • Provide Accurate Forecasting

  • Maintain accurate pipeline of renewal and ARR Expansion opps

  • Update and save 90 day rolling forecast on a weekly basis


  • Increase Industry and Job Related Knowledge

  • Participate in required training as well as training offered for career advancement

  • Maintain and increase knowledge in industry through following publications, social media, and other offered resources such as training sessions and webinars

  • Other Tasks and Duties as needed

  • Trade Show and Conference participation, where appropriate

  • Customer face to face visits required

  • Assist in gathering Customer Success Stories for marketing initiatives

  • Provide ongoing feedback and validation of key internal processes and projects related to managing accounts

As part of Oracle’s employment process candidates will be required to complete a pre-

employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).

Detailed Description and Job Requirements

Sells a subset of product or services directly or via partners to small-and-medium sized accounts. The role is a combination of a Field Sales Rep and Inside Sales Rep.

Works to achieve maximum sales profitability, growth, and account penetration within an assigned territory. Territory may be combination of geographic, product, industry and other customer / market dimensions. Sells to the territory directly or via partners. The territory that this rep covers does not have an Inside Sales Rep or Field Rep. Utilizes inbound and/or outbound techniques to identify, qualify and close new opportunities. Manages accounts throughout the entire sales process, and collaborates with team members in business development, consulting and support to uncover all customer needs. Responsible for understanding Oracle's product offerings and competitive issues to develop solution proposals encompassing all aspects of the application. Travels to customer sites to identify / develop sales opportunities. Participates in the development, presentation, and sales of a value proposition. Onsite customer presentation with C-levels to negotiate and close strategic and complex deals. Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities and maximizing sales.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/ business skills in area of specialization. Failure to obtain results would have serious consequences and need expenditure of resources. May have project lead role. 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. Demonstrated ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travels to customer as needed. 8 years relevant sales experience. BS/BA degree or equivalent preferred.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).

Job: Sales

Location: GB-GB, UK-London

Job Type: Regular Employee Hire

Organization: Oracle