Renewal Managed Cloud Services Representative

14 سبتمبر، 2022

0 4 3 دقائق

الوصف الوظيفي

RESPONSIBILITIES

Responsible for the MCS Renewal accounts across MEA, which includes renewals and associated installed base activity for identified accounts in MEA. Using account management skills and close relationships, this person will be responsible for the retention of a significant portion of the installed base.

Manage and maintain the existing revenue stream.
Have a clear understanding of the sales process and be able to own and manage from discovery, solutioning contract negotiation and booking.
Educate customers on business practices and any associated contractual implications and assist and coordinate interaction with the various groups within Oracle (delivery, license sales, field sales, consulting and finance).
Ensure customer awareness and understanding of applicable elements of the OMCS services portfoli0.
Able to support the negotiation of complex contracts and interface with C level customers.
Accurately forecast business targets and opportunities in territory.
Own and achieve a quota target that consists of
- MCS Renewals

Drive the executive summary and approvals process.
Work with Delivery, Order Desk, Solution, Local Sales, approvals and Contracts to build the commercial offer for re-contracting or existing renewal
Forecast accurately

Skills and Experience:

Knowledge of MCS and associated products and services, service life cycle and value proposition considered as an asset but not essential.
3 years of Oracle experience or similar IT services environment
Experience working directly with customers in an IT services environment.
Proven ability to develop a trusted relationship with the customer
Experience working in a global, matrix team environment with ability to drive initiatives and influence across organizational and geographic boundaries.
Excellent communication skills

COMPETENCIES

Personal Competencies

Adapting to Change
Personal Drive
Planning and Organizing
Results Orientation

Inter-Personal Competencies

Building Relationships
Communication
Customer Focus
Teamwork

Detailed Description and Job Requirements

Drive the renewal of Oracle*s contracts to existing customers.

The person in this role is responsible for the timely MCS renewals for customers in an assigned territory. Additionally to educate customers on business practices and any associated contractual implications applicable. To ensure the customer has continued awareness and understanding of applicable elements of Oracle’s portfolio. The role entails the need to be proactive and meet the necessary productivity expectations on outbound calls for the successful management of the renewal contracts and customer engagement. In so doing to ensure the successful management of any exceptions for customers with issues that may delay or inhibit renewals. To Identify and transfer leads to sales representatives for top-tier opportunities and to communicate effectively and in a timely manner with all the field representative and stakeholder management associated with the account and contracts. To accurately forecast the business expectations and associated targets for the opportunities in prescribed territory in a timely manner.

8-10 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.

Drive the renewal of Oracle's contracts to existing customers. Responsible for timely renewals for medium-sized to large 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. 8-12 years experience in sales or related area. 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.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).