Cloud Renewal Sales Associate (15

Oracle | Posted 23-10-2019

București (General IT)

Cloud Renewal Sales Associate (15-24 shift)-19001CTA
Preferred Qualifications

Cloud Renewal Sales Associate
Evening shift: Monday to Friday 3:00 pm - 00:00 am
The Cloud Renewal Sales Associate (CRSA) leads the commercial negotiation of renewal contracts with Oracle’s Cloud client installed base. Key objectives are maximizing price lift, securing long-term (3+ year) renewal contracts and achieving on-time renewal contract closure. The CRSA will have a defined customer base within an Oracle Cloud Product Pillar (Sales Automation, Service Automation, or Human Capital Management) and will be responsible for all aspects of the renewal sales cycle with assigned clients. It is critical that the CRSA collaborates with our Cloud Client Success organization and our Cloud Field Sales organization to ensure optimal engagement with clients in advance of, and during the renewal cycle. There will be opportunities to “early renew” with some clients. The CRSA 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
  • 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 define issues inhibiting 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 solution offerings
  • Product experience in CRM, HCM, or ERP
  • 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
  • 5-7 Years sales experience in technology-based company
  • Bachelor’s degree in Finance or IT related discipline
  • Intermediate / advanced excel skills, experience in word, power point and CRM systems
  • Some travel may be required 10-25%

Detailed Description and Job Requirements

Drive the renewal of Oracle's contracts to existing customers.
Responsible for timely renewals for small to medium-sized customers in assigned territory. Educate customers on business practices and any associated contractual implications. Ensure customer awareness and understanding of applicable elements of Oracle's portfolio. Meet productivity expectations on outbound calls for renewals. Manage exceptions for customers with issues that may delay or inhibit renewals. Identify and transfer leads to sales representatives for top-tier opportunities. Accurately forecast business targets and opportunities in territory.
2-5 years experience in sales or related area. Duties and tasks are standard with some variation. Completes own role largely independently within defined policies and procedures.
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).