Position:              Premier Support Renewals - Support Account Manager

Department:       Support Renewals Sales, ANZ

Reports to:          Dimitrios Gongolidis, ANZ Senior Director Support Renewals

 

Ready for the next step in your career? If you are enthusiastic, commercially astute, motivated with a history of strong client engagement, and are now looking for a team to support you in your career goals, then keep reading.

 

If you have a couple of years under your belt in a sales environment, and are looking for a seasoned, supportive team with the capability and commitment to help you grow and be successful in your next role, this might just be the role for you.

 

Your previous successes have come from building strong and lasting customer relationships,

To be successful in this role, you will pride yourself on nurturing and building relationships.

This is an exciting opportunity to join our Premier Support Renewals team work with a wide range of customers across the Oracle product offering.

You will report to the Senior Director, Support Renewals Australia, and be part of an established, experienced team with the capability and commitment to help you grow and be successful. We are looking for candidates with a couple of years’ experience in a sales environment who are ready to take the next step in their career journey.

 

Through your superior customer relationship skills you will develop and maintain business relationships within designated accounts to maximize clients use of the support services available and customer satisfaction while protecting and enhancing  support revenue streams.

 

 

You will be responsible for client retention and renewals through:

• Growing and nurturing client relationships with Named/Enterprise accounts; maximising revenue, minimising cancellations & backlog
• Positioning the value of support to each customer to protect & grow support revenue streams
• Encourage customers to maintain software currency, refresh their hardware and migrate to Oracle Cloud products
• Preparation of annual support renewal orders in accordance with customer contracts and business practices.
• Accurate sales forecasts
• Work closely with partners where required to maximise renewals
• Leverage and align with all relevant stakeholders within Oracle to facilitate timely and compliant renewals
• Resolve debtors issues on support renewal invoices where they relate to support issues
• Responsible for processing of license migrations, assignments, legal name changes etc within designated territory
• Work with license sales teams to maximize XLOB opportunities
• Onsite customer visits where necessary

 

 

Relevant Training and Experience

 

• Previous exposure to a B2B sales and/or Account Management environment, preferably in an IT related industry for a minimum of 3-5 years 
• Proven sales / account management record
• Outstanding communication coupled with excellent time management and organizational skills.
• Demonstrated Customer Service skills
• Contracts negotiation experience
• Proven analytical, negotiation and problem solving skills
• Competency with Excel, Word & systems
• Confidence to engage in all areas of the business
• Ability to travel where required
• Full working rights in Australia

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

Responsible for timely renewals for medium-sized 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.

5-8 years experience in sales or related area. Job duties are varied and complex, needing independent judgment. May have project lead role.