Cloud Renewal Sales Representative

The Cloud Renewal Sales Representative (CRSR) works with the Oracle LAD Apps Team 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 CRSR will have a defined customer base within all Oracle Cloud Products Pillar, and will be responsible for all aspects of the renewal sales cycle with assigned clients. The CRSR will be responsible for maintaining focus on near term (current quarter) as well as longer term (multiple quarters out) renewals. It is critical that the CRSR collaborates with our Cloud Client Success organization and our Cloud Field Sales organization to ensure optimal engagement with clients well in advance of, and during the renewal cycle. The CRSR 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 in coordination with Field Sales.
• 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 construct the action plan to ensure 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 business process solution offerings
• 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
• 3-8 Years sales experience in technology-based company
• Bachelor’s degree in Finance or technology related discipline

!|!Responsible for selling Oracle's enterprise application software and related services to and maintaining relationships with existing accounts in a defined territory.

Primary job duty is to sell business applications software/solutions and related services to and maintain relationship with existing accounts. Manage sales through forecasting, account resource allocation, account strategy, planning and post closure customer support. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.

5-8 years field sales experience with focus on large strategic accounts including applications sales experience. Highly developed selling, customer relations and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle's competitors. Interaction with C level players. Team player. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travel may be needed. Bachelor degree or equivalent. Job duties are varied and complex, needing independent judgment. May have project lead role.

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.

!|!