SaaS Renewal Sales Lead- ANZ in NORTH RYDE, Australia

Job Description

The Renewals Manager / Senior Renewals Manager is responsible for owning and completing a portfolio of high-value and strategic renewal contracts in an assigned territory. You will partner closely with internal team members such as Sales, Regional Leaders, and Customer Success Services (CSS) organizations to secure every renewal. Responsibilities include minimizing financial attrition, locking in the most favourable terms, identifying growth opportunities, and passing their findings and insights back to the business.

You will be responsible for ensuring that your customers are set up for success while maximizing the financial results for Oracle.

Responsibilities:

Develop and implement win/win negotiation strategies for medium and large account contract renewals that increase contract value while protecting and improving customer trust.

Partner with Sales reps to fully understand and develop a clear renewal strategy for each customer based on data-driven decisions.

Improve account growth opportunities by playing an active role on the account team and helping to identify incremental opportunities upon contract renewal.

Own, drive, and lead the renewals process in collaboration with the account team.

Achieves financial and strategic targets for minimizing attrition, positioning favourable terms and boosting incremental revenue via up-sells, cross-sells, and add-ons.

Collaborate with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc…) to develop comprehensive ‘win’ strategies for renewals.

Identify customer requirements, uncover roadblocks, and demonstrate strong account management and commercial capabilities to drive renewal to timely closure.

Provide executive management with complete insight into renewals and solicit executive involvement as the need arises.

Accurately maintain/update a rolling 1-year forecast of renewals in your territory and ensure any uncovered risk is communicated to develop resolution strategies.

Follow and adhere to standard methodologies for all internal processes including, but not limited to, Opportunity Management, Data Quality, and accuracy, Quotations, Orders and Forecasting

Embrace new initiatives and programs proactively and act as a subject matter expert and mentor to other members of the extended team.

Engage in strategic account planning with key collaborators at VP levels to ensure accountability across teams.

Acts as a Renewals brand ambassador.

Required Skills/Experience:

Shown success in a Sales, Operations, or Account Management capacity with a strong focus on negotiating contracts.

Outstanding negotiation and objection-handling skills that allow for value-based contract negotiations at the CXO level.

Exceptional Customer engagement skills

Strong process management, financial savvy, and adherence to policy

Ability to react and adapt to potential rapid shifts in priorities and organizational policies.

Proven record of exceeding quotas and targets

• Excellent Customer Service skills

Desired Skills/Experience:

Knowledge of Oracle (https://salesforce.com/) product and platform features, capabilities, and best use

Experience negotiating sophisticated multi-year service contracts.

Experience with an enterprise ERP and HCM

Ability to manage transactions through different stages.

Willingness and the desire to tackle additional tasks or pilot projects that are helpful to the department or the organization.

Data-driven and objective – you trust analytics and data science to guide decisions.

Career Level – IC4

Responsibilities

Develop and implement win/win negotiation strategies for medium and large account contract renewals that increase contract value while protecting and improving customer trust.

Partner with Sales reps to fully understand and develop a clear renewal strategy for each customer based on data-driven decisions.

Improve account growth opportunities by playing an active role on the account team and helping to identify incremental opportunities upon contract renewal.

Own, drive, and lead the renewals process in collaboration with the account team.

Achieves financial and strategic targets for minimizing attrition, positioning favourable terms and boosting incremental revenue via up-sells, cross-sells, and add-ons.

Collaborate with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc…) to develop comprehensive ‘win’ strategies for renewals.

Identify customer requirements, uncover roadblocks, and demonstrate strong account management and commercial capabilities to drive renewal to timely closure.

Provide executive management with complete insight into renewals and solicit executive involvement as the need arises.

Accurately maintain/update a rolling 1-year forecast of renewals in your territory and ensure any uncovered risk is communicated to develop resolution strategies.

Follow and adhere to standard methodologies for all internal processes including, but not limited to, Opportunity Management, Data Quality, and accuracy, Quotations, Orders and Forecasting

Embrace new initiatives and programs proactively and act as a subject matter expert and mentor to other members of the extended team.

Engage in strategic account planning with key collaborators at VP levels to ensure accountability across teams.

Acts as a Renewals brand ambassador.

About Us

As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s problems. True innovation starts with diverse perspectives and various abilities and backgrounds.

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Disclaimer:

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. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

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