The Senior Renewals Manager is responsible for owning and completing a portfolio of high-value and strategic renewal contracts in an assigned territory. You will partner closely with internal team members such as Sales, Regional Leaders, and Customer Success Services (CSS) organizations to secure every renewal. Responsibilities include minimizing financial attrition, locking in the most favorable terms, identifying growth opportunities, and passing their findings and insights back to the business.Senior Renewals Managers are responsible for ensuring that their customers are set up for success while maximizing the financial results for Oracle.
Responsibilities:
Develop and implement win/win negotiation strategies for medium and large account contract renewals that increase contract value while protecting and improving customer trust.Partner with Sales reps to fully understand and develop a clear renewal strategy for each customer based on data-driven decisionsImprove account growth opportunities by playing an active role on the account team and helping to identify incremental opportunities upon contract renewal.Own, drive, and lead the renewals process in collaboration with the account teamAchieves financial and strategic targets for minimizing attrition, positioning favourable terms and boosting incremental revenue via up-sells, cross-sells, and add-onsCollaborate with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc...) to develop comprehensive 'win' strategies for renewals.Identify customer requirements, uncover roadblocks, and demonstrate strong account management and commercial capabilities to drive renewal to timely closure.Provide executive management with complete insight into renewals and solicit executive involvement as the need arises.Accurately maintain/update a rolling 120-day forecast of renewals in your territory and ensure any uncovered risk is communicated to develop resolution strategies.Follow and adhere to standard methodologies for all internal processes including, but not limited to, Opportunity Management, Data Quality, and accuracy, Quotations, Orders and ForecastingEmbrace new initiatives and programs proactively and act as a subject matter expert and mentor to other members of the extended team.Engage in strategic account planning with key collaborators at VP levels to ensure accountability across teams.Acts as a Renewals brand ambassador.Required Skills/Experience:
Shown success in a Sales, Operations, or Account Management capacity with a strong focus on negotiating contracts.Outstanding negotiation and objection-handling skills that allow for value-based contract negotiations at the CXO level.Exceptional Customer engagement skillsStrong process management, financial savvy, and adherence to policyAbility to react and adapt to potential rapid shifts in priorities and organizational policies.Desired Skills/Experience:
Knowledge of Oracle product and platform features, capabilities, and best useExperience negotiating sophisticated multi-year service contracts.Experience with an enterprise ERP and HCMAbility to manage transactions through different stages.Willingness and the desire to tackle additional tasks or pilot projects that are helpful to the department or the organization.Data-driven and objective - you trust analytics and data science to guide decisions.Qualifications
Career Level - IC4About Us
As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s challenges. We’ve partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity.We know that true innovation starts when everyone is empowered to contribute. That’s why we’re committed to growing an inclusive workforce that promotes opportunities for all.Oracle careers open the door to global opportunities where work-life balance flourishes. We offer competitive benefits based on parity and consistency and support our people with flexible medical, life insurance, and retirement options. We also encourage employees to give back to their communities through our volunteer programs.We’re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by emailing accommodation-request_mb@oracle.com or by calling +1 888 404 2494 in the United States.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. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.
