Manager- Customer Success/Renewals Team (Java Solutions) JAPAC/EMEA

Job Location\:- Delhi

Work Timing\:- Shift Required (Based on Territory assigned)

Position Details\:-

Selected candidate will be responsible for managing a team with attaining a renewal revenue goal within an assigned territory. The individual will also identify opportunities for Oracle’s Java solutions at existing Enterprises where Oracle is currently in place, as well as opening the door within IT organizations at new customers in the territory.

 

About the Offerings\:-

 

• Java SE is the most common platform for enterprise systems and ISV applications today. Oracle Java SE Subscription and Oracle Java SE Desktop Subscription are Oracle's solutions for enterprise developers and ISVs running mission critical applications and infrastructure on the Java SE platform.
• Java Platform, Standard Edition (Java SE) lets enterprises develop and deploy Java applications on desktops and servers. Java offers the rich user interface, performance, versatility, portability, and security that today's applications require.

 

You can go through the below link for more details.

 

1. https\://www.oracle.com/technetwork/java/javaseproducts/overview/index.html
2. https\://www.oracle.com/technetwork/java/javaseproducts/overview/javasesubscriptionfaq-4891443.html

 

Summary of role\:-

 

The Customer Success team is design to be the primary team following up on high run rate Java SE Subscription renewal transactions. This team involves writing formal email correspondence and following up with Java Sales customers for the express purpose of renewing Java SE Subscription contracts. This role is a sales support role to the Customer Success team and involves very high volumes of correspondence, and follow up. They are responsible for understanding and orchestrating Oracle's Java SE Subscription Renewal workflow, follow up and deal processes, as well as being the direct link between our volume Java SE Subscription customers and the Customer Success team. This team is an extremely valuable asset to the Customer Success organization to ensure a clear and concise communication notifying renewal prospects of renewal dates, pricing, contracts and bookings. These new, specific, Customer Success positions would report directly into Java Sales and perform the role of Customer Success as noted below.

 

Approximate Work Timings\: standard work hours for EMEA, JAPAC

 Profile Summary\:-

Selected candidate will be responsible for attaining a revenue goal within an assigned territory for himself/herself and his/her team. The individual will also identify opportunities for Oracle’s Java solutions at existing Enterprises where Oracle is currently in place, as well as opening the door within IT organizations at new customers in the territory. Should successfully lead and mentor the team and motivate them to achieve and outperform the assigned duties.

Summary of role\:-

With relevant knowledge of customer relationship management, Manager- Customer Success/Renewal will be managing a team that supports the commercial management activities to ensure the timely renewal of JAVA SE Subscriptions with existing customers for the JAPAC and EMEA region. The Manager- Renewals should be able to educate and deftly guide the team/customers throughout the process, thereby delivering an excellent customer experience while effectively executing renewal plans.

The candidate is expected to have strong technical skills with essential skills such as team management, negotiation, influence, strategic planning and organizational awareness to execute and deliver the desired goals .Working in partnership with multiple LOBs, the candidate is expected to provide professional support to the renewals team and help in optimizing renewal revenue.

• Ability to drive the team to achieve quarterly assigned sales/Renewals quotas.
• The Renewals manager is responsible for actively engaging clients in pursuit of continued renewal of Java Subscription Contracts through the reporting team.
• Build relationships and negotiate with existing customers, being the “go to” account manager for customers and partners.
• Ensure the accuracy and timely submission of maintenance renewal quotes by the team within assigned territory.
• Take an account management approach to identify co-termination and reinstatement opportunities.
• Demonstrates the ability to personally plan for achievement of performance goals and exceed quota for the assigned territory.
• Maintain accurate forecast and activities for assigned region for the team and execute.
• Leverage cross-functional resources to achieve results/meet customer needs.
• Handle escalations, provide appropriate solutions and alternatives within the time limits and follow up to ensure resolution.
• Should have good experience in managing renewals for JAPAC/EMEA or International market.

!|!Drive maximum adoption of Oracle solution and identify/drive product expansion opportunities via high value relationship with the client.

Leads a team of Client Success Managers and manage to performance goals. Responsible for achieving quarterly targets in terms of renewal rates to maximize revenue and minimize cancellations. Build team, 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. Conduct regular training and mentor Client Success Managers. Interview and make hiring decisions for qualified candidates. Conduct performance reviews, provide career development coaching and take necessary corrective action for poor performers. Provide 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. Prefer 10 years of professional experience with at least 2 years people management experience. Demonstrated experience in implementation or client facing relationship experience. Understanding of various technical architectures and operating systems. Experience managing high level client relationships and escalations. Industry experience is desired.!|!