The objective of the SaaS Renewal Sales Lead is to develop and manage the Oracle SaaS Renewals relationship within designated products and accounts, to maximize the retention of customers, identify expansion opportunities and drive a high degree of customer satisfaction through utilizing resources in Oracle to maximize subscription renewal.
Reporting to the Director SaaS Renewal Sales – ANZ & ASEAN, you will effectively manage all customer renewal related activities throughout the renewal lifecycle, leverage supporting systems and teams to identify and mitigate retention risk, front-end customer conversations regarding renewal timeline, usage or policy explanations and develop renewal proposals that align with mutual commercial outcomes for Oracle and our Customers.
Career Level -
Career Level -
Essential Duties and Responsibilities
• Account management of specified accounts; maximising revenue, minimising cancellations.
• Serve as the lead point of contact for all customer SaaS contract and management matters, adhering to the Customer Renewal Lifecycle process.
• Develop and manage customer relationships, positioning the value of SaaS to each customer to protect and grow revenue streams.
• Meet set targets for revenue, retention rates.
• Preparation of renewal orders in accordance with customer contracts and business practices.
• Sales forecasts - providing accurate forecasts for allocated territories.
• Work closely with partners where required to maximise renewals through these channels.
• Leverage and align with all relevant lines of business within Oracle to facilitate timely and successful renewals.
• Work closely with Customer Success Managers and Field Applications Sales to manage renewal and expansion opportunities within territory accounts.
• Work as part of a team to ensure all renewals are actively managed.
Essential Knowledge and Experience
• Minimum 6 years Sales, Account Management and/or Business Development experience preferably in a SaaS Applications or IT related industry (though not essential).
• Proven record of exceeding quotas and targets.
• Proven ability to manage multiple accounts at a time, while maintaining sharp attention to detail.
• Strong contracts negotiation experience.
• Proven analytical, negotiation and problem solving skills.
• Competency with Excel, Word & Sales forecasting systems.
• Strong written and verbal communication skills.
• Ability to travel where required.
• Ability to integrate internal resources and project manage customer outcomes.
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