Job Description:
- Renewals Support Account Manager (SAM) is responsible for renewing and closing contracts in an assigned territory by working proactively with the customer. Develops an account plan to assist in managing accounts. Accurately forecasts support renewals.
- Engages with the customer’s senior management on a regular basis, educates customers on business practices and associated contractual implications, ensures customer awareness and understanding of applicable elements of the Oracle portfolio.
- Manages exceptions for customers with issues that may delay or inhibit renewals.
- Identifies and transfers potential opportunities to sales representatives.
- Maintains a close relationship with the customer executive community, CIO and his/her directs as a Trusted Advisor.
- Leads customer satisfaction orchestrating the customer critical situations related to Oracle products as Support and Development proxy.
- Be an evangelist of Oracle Support value proposition.
Qualifications
- Bachelor degree in IT related major preferred or equivalent
- Good command of English; must be able to communicate and write in English.
- 10~15 years of experience in the IT industry, with a few years of experience as a SE (System Engineer) and DBA of Oracle DB and RAC.
- Extensive customer engagement experience at C-Levels.
- Excellent communication (written and oral) and presentation skills.
- Demonstrated track record meeting sales objectives such as quota and productivity attainment.
- Strong background in account management sales and growing revenues.
- Demonstrated skill at leading and motivating a group of sales and other customer-facing people, without having direct management control, through coaching and influencing.
- Experienced in achieving objectives with team by managing through influence rather than direct control. Boardroom-level sales/customer interaction experience – successfully sold at top management levels. Role needs independent action and a very high degree of initiative in resolving complex issues.
- Strong communication and collaboration skills cross regional and global Support and Development organizations.
- Attention to details.
Desired Technical Skills:
- Good understanding of Systems and Oracle Database including RAC (11g and higher is preferred).
- Excellent documentation and presentation skill for customer executive briefing.
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.
Career Level - IC4
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