Principal Support Account Manager / Renewals Support Account Manager at Oracle

Preferred Qualifications

Job Title: Principal Support Account Manager / Renewals Support Account Manager

Drive the renewal of Oracle's contracts to existing customers.

Renewals Support Account Manager (SAM) is responsible for renewing and closing contracts in an assigned territory by working proactively with the customer.

• Develops an account plan to assist in managing accounts. Lead the execution of an account plan to maximize Support business.  Institute appropriate governance and communications between the customer and Oracle lines of business.

• Accurately forecasts support renewals.

• Engages with the customer’s senior management on a regular basis, educates customers on business practices and associated contractual implications, ensures customer awareness and understanding of applicable elements of the Oracle portfolio.

• Manages exceptions for customers with issues that may delay or inhibit renewals. Identifies and transfers potential opportunities to sales representatives.

• Demonstrated track record meeting sales objectives such as quota and productivity attainment.

• Strong background in account management sales and growing revenues.

• Demonstrated knowledge of Oracle's various products and maintenance contracts.

• Ability to educate customers on business practices and associated contractual implications; ensure customer awareness and understanding of applicable product elements; maintain account team relationships and transfer leads as appropriate.

• Experienced in achieving objectives by managing through influence rather than direct control. Boardroom-level sales/customer interaction experience – successfully sold at top management levels. Role needs independent action and a very high degree of initiative in resolving complex issues.

• Understand each customer’s business strategy, as it relates to Support Business.

• Monitor renewals progress and risks; manage exceptions that may inhibit renewal, drive past due renewals to closure.

• During a crisis or reputation threatening event impacting Support business, lead the executive communication, help clarify facts and mobilize internal resources.

• On our largest accounts, this position may be responsible for overseeing and guiding the activities of other Oracle employees.

• This role is typically engaged in frequent face to face meetings (or Zoom calls during Covid) with the Customer.

Experience & Training

• Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization.

• Recommended 7 to 10 years of professional experience

• Understanding of various technical architectures and operating systems.  

• Industry experience is desired.

• Experience in dealing with customer Senior Managers and Executives

• Negotiation experience

• Strong customer-facing communication and presentation skills

• Ability to work as a leading contributor individually and as a team member, providing direction and mentoring to others

• •Sales/Business Development experience desirable.

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

 Drive the renewal of Oracle's contracts to existing customers.

Responsible for timely renewals for medium-sized to large 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.

8-12 years experience in sales or related area. 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.

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).