Oracle Cloud Renewals Program Manager in Burlington, Massachusetts
Engages in business development strategies and programs in support of Oracle's Sales Organization.
Oversees the development of strategic market/product line business plans and marketing programs to support sales in designated market segments. Engages in many areas of business development to include strategy, programs, demand generation, building pipeline, increasing deal size, and account planning. Analyzes market data to identify trends/opportunities and develops strategic direction from market information. Identifies volume and strategic customers. Primary interaction is with Oracle sales force; however, may interact with external customers as it relates to the development and facilitation of ongoing business and/or business relationship. Supports the business by interfacing with the sales organization and other internal groups (such as Product Development, Operations, GBUs, Marketing, etc.)
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. 8-12 years of Marketing/Business Development experience in the technology industry, preferably software industry. Experience should include relationship management. Conversant in Oracle technology and product strategies. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. BA/BS degree or equivalent, advanced degree highly desirable.
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.
Cloud Renewals Program Manager
This role is part of the North America Applications sales organization, responsible for a wide range of ERP, HCM and CX cloud offerings. As part of this team, you would be responsible for working with the renewals sales team, marketing, product management, enablement, operations and field sales to elevate our current tactical approach to renewals to a strategic and programmatic selling methodology. Success is measured by developing sales programs that execute well and drive increases in the target renewals businesses. Decreases in downsell and loss in those segments and increased contract terms are evidence of effective sales programs.
Essential Duties and Responsibilities
Developing customer segments within the ERP, HCM, and CX pillars that we can build a sales strategy around (under-utilized subscriptions, at risk product migrations, etc)
Oversee the development of strategic programs to support sales in designated market segments
Creating sales playbooks for these segments and training renewal reps on how to execute on the strategies
Monitoring forecast against sales plays to measure an evaluate program effectiveness
Reviewing pipeline 18 months out, assessing customer health, looking for trends and building additional strategies to address well ahead of the renewal event
Primary interaction is with Oracle Renewals team; however, may interact with external customers as it relates to the development and facilitation of ongoing business and/or business relationship.
Develop regular reporting cadence on progress of plans, impact to renewal rates and observations about trends in the business.
Essential Knowledge, Skills, Abilities, and Background
5 years experience in sales program development and management. Renewals experience a plus.
Ability to coordinate cross-organization teams including sales, marketing, product management, enablement, etc and
Bachelor s degree required
Detail-oriented and organized
Experience with Oracle Sales Cloud and using Excel, PowerPoint
Develop reports and analysis to demonstrate effectiveness of sales programs for all organizational level
Title: Cloud Renewals Program Manager
Location: United States
Requisition ID: 18001A5F