Oracle Renewal Representative in Santa Monica, California
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
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.
Other Locations: US-CA,California-Santa Monica
Job Type: Regular Employee Hire