01Responsibilities
Develop and implement win/win negotiation strategies for medium and large account contract renewals that increase contract value while protecting and improving customer trustPartner with Sales reps to fully understand and develop a clear renewal strategy for each customer based on data-driven decisionsImprove account growth opportunities by playing an active role on the account team and helping to identify incremental opportunities upon contract renewalOwn, drive, and lead the renewals process in collaboration with the account teamAchieves financial and strategic targets for minimizing attrition, positioning favorable terms and boosting incremental revenue via up-sells, cross-sells, and add-onsCollaborate with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc.) to develop comprehensive 'win' strategies for renewalsIdentify customer requirements, uncover roadblocks, and demonstrate strong account management and commercial capabilities to drive renewal to timely closureProvide executive management with complete insight into renewals and solicit executive involvement as the need arisesAccurately maintain/update a rolling 120-day forecast of renewals in your territory and ensure any uncovered risk is communicated to develop resolution strategiesFollow and adhere to standard methodologies for all internal processes including, but not limited to, Opportunity Management, Data Quality, and accuracy, Quotations, Orders and ForecastingEmbrace new initiatives and programs proactively and act as a subject matter expert and mentor to other members of the extended teamEngage in strategic account planning with key collaborators at VP levels to ensure accountability across teamsActs as a Renewals brand ambassador
Required Skills/Experience:
Shown success in a Sales, Operations, or Account Management capacity with a strong focus on negotiating contractsOutstanding negotiation and objection-handling skills that allow for value-based contract negotiations at the CXO levelExceptional Customer engagement skillsStrong process management, financial savvy, and adherence to policyAbility to react and adapt to potential rapid shifts in priorities and organizational policies
Desired Skills/Experience:
10+ years of relevant work experienceKnowledge of Oracle product and platform features, capabilities, and best useExperience negotiating sophisticated multi-year service contractsExperience with an enterprise ERP and HCMAbility to manage transactions through different stagesWillingness and the desire to tackle additional tasks or pilot projects that are helpful to the department or the organizationData-driven and objective - you trust analytics and data science to guide decisions
Job Location: NCR / Bangalore .
