Cloud Renewal Sales Associate Evening shift: Monday to Friday 3:00 pm - 00:00 am
The Cloud Renewal Sales Associate (CRSA) leads the commercial negotiation of renewal contracts with Oracle’s Cloud client installed base. Key objectives are maximizing price lift, securing long-term (3+ year) renewal contracts and achieving on-time renewal contract closure. The CRSA will have a defined customer base within an Oracle Cloud Product Pillar (Sales Automation, Service Automation, or Human Capital Management) and will be responsible for all aspects of the renewal sales cycle with assigned clients. It is critical that the CRSA collaborates with our Cloud Client Success organization and our Cloud Field Sales organization to ensure optimal engagement with clients in advance of, and during the renewal cycle. There will be opportunities to “early renew” with some clients. The CRSA will partner with field sales to cover entire client base not just immediate renewals.
Essential Duties and Responsibilities Lead the renewal sales cycle from proposal stage through contract execution Achieve / exceed quarterly renewal targets Maximize renewal revenue Drive on-time or early renewals Sell extended term contracts (> 3 Years) Accurately forecast quarterly renewal revenue Identify, up-sell & cross-sell opportunities within dedicated client base Collaboratively work across internal LOB’s to achieve objectives Identify “at-risk” renewal clients early in the cycle and define issues inhibiting a successful, timely renewal Provide continuous feedback to management on both successes and challenges of the business
Essential Knowledge, Skills, Abilities, and Background Strong track record of sales accomplishments leading commercial negotiations in a quota-carrying role Experience with cloud-based/SaaS solution offerings Product experience in CRM, HCM, or ERP Proven expertise working with the executive level in client environments, as well as with procurement and business owners (sales, HR, service orgs.) Finance background a plus – understanding of accounting and financial principles such as Budgeting, ROI, Project Payback, Time Value of Money, TCO-based Selling Understanding of legal terms in SaaS contracts (at a minimum, contract experience in Enterprise Software or Technology Service agreements) Ability to effectively negotiate in both challenging and collaborative sales engagements 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 5-7 Years sales experience in technology-based company Bachelor’s degree in Finance or IT related discipline Intermediate / advanced excel skills, experience in word, power point and CRM systems Some travel may be required 10-25%
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