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Lead a renewals team that supports NA customers to maximize revenue growth in alignment with our GTM strategy
Provide role clarity for team members and execute sales strategy thru identified sales processes
Creates and delivers summaries of key performance metrics that help focus on renewals execution, customer success and account planning
Engages with the operations team to establishes effective analysis of trends and performance in order to continually identify greater efficiencies. and achieve operational excellence.
Assists reps and leadership with renewals negotiations
Leads cross functional initiatives in support of renewals, collaborating closely with Sales, Operations, Marketing, Customer Success and Finance
5+ years of progressive experience in Renewals, Sales and/or Customer Success leadership - preferably in a SaaS environment
3+ years success leading a team of individual contributors and/or other managers
Strong executive presence and ability to closely partner with multiple layers of the organization
Strong financial/analytical background with sales driven mindset
Ability to adapt and plan on the fly and deliver on both the customer and organizational needs
Strong communication (both written and oral), negotiation, and presentation skills
Demonstrated focus on execution towards desired outcomes with a track record of success under pressure
Including Sales Performance Management, renewals, driving growth, driving team development and performance
Detailed Description and Job Requirements
Drive the renewal of Oracle's contracts to existing customers.
Leads a team of Renewal Reps and manages to operational performance goals. Will be responsible for achieving monthly targets in terms of renewal rates and other productivity metrics in maximizing revenue, minimizing cancellations and backlog. Works closely with Partners to ensure they are driving Oracle's renewals. Build team and establish targets and territories, improve internal processes and systems to achieve operational performance that meets or exceeds goals. Establish and measure group goals and team performance against specific target objectives. Conducts regular training and mentors Renewal Reps. Interviews and makes hiring decisions for qualified candidates. Conducts performance reviews, provides career development coaching and takes necessary corrective action H10 poor performers. Provides regular performance metrics to senior management.
Leads a specialized area which may have diverse functional elements. Frequently interacts with supervisors and/or functional peer group managers. May interact with senior management. Excellent verbal and written communication skills. Knowledge of Oracle policies, procedures, products and sales cycle. Ability to relate to customers and understand their needs. Understands business drivers and their relationship to Oracle products. Proven ability to develop prospect pipeline. Excellent account management skills, including skills to analyze, qualify, position, justify, and close. Prior successful sales record and a desire to succeed. Five plus years sales experience. BS degree in computer science, business administration or related field.
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 Type:Regular Employee Hire