About the Job
The role requires the individual to manage the assigned territory of customers and be the single point of contact for all Support Renewals and New Services sales from the Support Services portfolio. The individual will be responsible for timely renewals of both hardware and software support contracts for medium-sized to large customers in the assigned territory. They will educate customers on business practices and any associated contractual implications, ensuring customer awareness and complete understanding of our Support Services portfolio.
Key responsibilities include managing cancellation risks, looking for WINBACKs from contracts canceled in the past, and growing the territory by selling value-added services like Extended Support or DDR Services. The individual will also manage exceptions for customers with issues that may delay or inhibit renewals and accurately forecast business targets and opportunities in their territory. Strong oral and written communication skills, objection handling, and result orientation are essential for this role. The individual will act as a Customer Success Manager, owning the Customer Satisfaction (CSAT) and working towards growing Oracle's wallet share in the account.
Responsibilities
- Responsible for timely renewals for customers in the assigned territory.
- Educate customers on business practices and any associated contractual implications.
- Ensure customer awareness and understanding of applicable elements of Oracle's portfolio.
- 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 the territory.
Requirements
- 6 to 10+ years of relevant experience
- Strong oral and written communication skills
- Proven objection handling and result orientation skills
- Experience in customer success management or sales is a plus
About Us
As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s problems. True innovation starts with diverse perspectives and various abilities and backgrounds. At Oracle, we are committed to expanding our inclusive workforce that promotes diverse insights and perspectives. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency, putting our people first with flexible medical, life insurance, and retirement options.
