Oracle Cloud Renewals Sales Director in Burlington, Massachusetts

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.

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.

Description

The Cloud Renewal Sales Director is responsible for managing a team of Cloud Renewal Sales Managers (CRSM). The team works with Oracle ASMs 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 Renewal Sales Director will have a defined customer base within an Oracle Cloud Product Pillar (Sales Automation, Service Automation, Marketing Automation or Human Capital Management) and their team will be responsible for all aspects of the renewal sales cycle with assigned clients. The Renewal Sales Director will be responsible for keeping the team focused on both near term (current quarter) as well as longer term (multiple quarters out) renewals. The Renewal Sales Director is responsible for participating in weekly forecast cadence calls and knowing/communicating the renewal status of all accounts in the team s territories.

Essential Duties and Responsibilities

  • Provide leadership to the CRSMs that drives the renewal sales cycle from proposal stage through contract execution in a co-prime relationship with Field Sales ASMs and Management

  • Provide leadership to the CSRMs to identify, up-sell & cross-sell opportunities within dedicated client base in coordination with the Field Sales ASM

  • Drive programs that proactively position our customers for successful and timely renewals

  • Achieve / exceed quarterly renewal targets for the team

  • Maximize renewal revenue

  • Drive on-time or early renewals

  • Assist their reps and participate in customer meetings as needed

  • Mentor and develop the strategic selling skills of the CRSMs on the team

  • Sell extended term contracts (>3 Years)

  • Accurately forecast quarterly renewal revenue

  • Identify at-risk renewal clients early in the cycle and construct the action plan to ensure a successful, timely renewal with zero or minimal churn

  • 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 leading selling teams

  • Experience with cloud-based/SaaS business process solution offerings

  • Product experience in Sales, Marketing and Service Automation, HCM, or ERP

  • Proven ability to engage with procurement as well as senior line of business executives to communicate business value propositions

  • Finance background is beneficial understanding of accounting and financial principles such as Budgeting, ROI, Project Payback, Time Value of Money, TCO-based Selling

  • Understanding of the basic legal and financial concepts in SaaS contracts such as ramping, SLAs and Revenue Recognition

  • Ability to effectively negotiate in both challenging and collaborative sales engagements as a co-prime contributor

  • 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 technology related discipline

  • Intermediate / advanced Excel skills, experience in Word, PowerPoint and CRM systems

  • Some travel (10 25%) may be required

Job: *Sales

Organization: *Oracle

Title: Cloud Renewals Sales Director

Location: United States

Requisition ID: 180019QK