Santa Monica, California

Job Description


The Cloud Renewal Strategy Manager (RSM) is responsible for maintaining a focus on renewals within their assigned segment pillar. They will provide subject matter expertise in working with Oracle ASMs to secure the renewal and contracted revenue growth of Oracle Cloud accounts. This is strategically important to the health and growth of Oracle's Cloud business. The Renewal Strategy Manager will have a defined segment (e.g. Up market, Majors/SMB, Public Sector) within the Oracle CX Sales and Service Product Pillar. The Renewal Strategy Manager is responsible for participating in weekly forecast cadence calls and knowing/communicating the renewal status of all accounts in the team's territories.

Essential Duties and Responsibilities
  • Renewals Leadership: Responsible for overseeing the Renewals business associated with the assigned sales segment to include achievement of specific renewal goals assigned. Understand renewal rate and churn trends within the assigned segment. Partner with the segment GVP to develop a plan to improve future renewal rates and minimize churn based on these trends.
  • Mentorship: train and mentor Inside Sales Representatives (ISRs) in your assigned segment to ensure they follow best practices in their prosecution of renewals opportunities.
  • Strategic Renewals Plan: Develop a strategic Renewals plan to include the goals, objectives and tactics associated with the assigned sales segment. Drive programs that proactively position our customers for successful and timely renewals.
  • Collaboration: It is critical that the RSM collaborates with our center of Excellence (COE) organization and our Cloud Field Sales organization to ensure optimal engagement with clients in advance of, and during the renewal cycle.
  • Trusted business partner: Become a trusted renewal advisor to the sales GVP and team you support. Get to know the renewals business and understand the market you support. Provide thought leadership and find innovative ways to make improvements. Understand the renewals business trends, goals, issues, requirements.
  • General Awareness: Ensure your sales teams are focused on Renewals. Understand the renewals in your segment and drive a regular cadence (in partnership with the ASMs) to ensure all risk is understood.
  • Future focus: Proactively inspect future quarter renewals (5 quarters out) and advise your leadership as issues are uncovered. Identify key "at-risk" renewal clients early in the cycle and define issues inhibiting a successful, timely renewal. Ensure usage trends are understood relevant to upcoming renewals.
  • Annual Plan: Identify all upcoming renewals for the year to be sure accurate quota assignments occur; address any potential churns with Finance to ensure accuracy.
  • Forecast accuracy/deal inspection: Review all renewals forecasted each week to identify any areas of concern and engage with ASMs to address get well plans if needed.
  • Sales Tools: Enable ASMs on the tools that are critical to drive renewals. Drive usage of OSC, Sales Manager Central, Touchstone, SI and the pipeline dashboards - to ensure efficiency, consistency and adoption relative to renewals. Obtain feedback on automation opportunities and bring forward for implementation.
Essential Knowledge, Skills, Abilities, and Background
  • Experience with cloud-based/SaaS business process solution offerings
  • Product experience in Sales, Marketing and Service Automation
  • Finance background is beneficial - understanding of accounting and financial principles such as Budgeting, ROI, Project Payback, Time Value of Money, TCO-based Selling
  • Understanding of the basic legal and financial concepts in SaaS contracts such as ramping, SLAs and Revenue Recognition
  • 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

Provides programs to improve operational efficiency, consistency, and compliance in support of the organization's financial and tactical business objectives. Provides business practices and processes. Develops, communicates, and trains the organization on business practices and processes.

Serve as a liaison with other divisions such as Finance, Contracts, HR, Legal, Shared Services, Accounts Receivable, Purchasing, and Risk Management in an effort to ensure accurate and timely transaction processing. Collect, input, verify, correct, and analyze data to measure key performance indicator actual versus business objectives. Provide updates to management regarding budget to actual, informing them of deviations and opportunities. Provide management with economic impact and compliance issues surrounding key business decisions and/or deals. Communicate Oracle Business Practices to the organization and monitor process and approvals for full compliance. Drive implementation of new processes and procedures.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. Ability to collect, organize, and display data in spreadsheet format. Follow-through skills necessary to get information from internal and third parties and have data errors/omissions corrected. For this, relationship management skills strongly desired. Strong written and verbal communication skills. 8 plus years relevant work experience.

About Us

Innovation starts with inclusion at Oracle. We are committed to creating a workplace where all kinds of people can be themselves and do their best work. It's when everyone's voice is heard and valued, that we are inspired to go beyond what's been done before. That's why we need people with diverse backgrounds, beliefs, and abilities to help us create the future, and are proud to be an affirmative-action equal opportunity employer.

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, age, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

Santa Monica, California

For over three decades, Oracle has been the center of innovation for business software—birthplace of the first commercially available relational database, the first suite of internet-based applications, and the next-generation enterprise-computing platform, Oracle Fusion. Today, Oracle provides the world's most complete, open, and integrated business software and hardware systems, with more than 370,000 customers—including 100 of the Fortune 100—representing a variety of sizes and industries in more than 145 countries around the globe. And Oracle's 104,500 global employees—including 30,000 developers working full-time on Oracle products—are critical to that success.

Oracle recruiters are always searching for brilliant employees with an entrepreneurial spirit, looking for a work culture where innovation is the goal, hard work is expected, and creativity is rewarded. Oracle employees enjoy competitive salaries, excellent health benefits, and a network of like-minded co-workers that drive innovation across the entire technology industry.

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