Renewal Representative IV at Oracle

Ref ID: IV-17000XW3 
Job: Sales
Job Type: Regular Employee Hire

Introduction

• Reports to Director, Customer Success Manager for Sub Saharan Africa. Position is located in Lagos, Nigeria
• No direct reports
• Works as part of the Support organization contracts Renewals team
• Deliver to set renewal booking target and specific KPI’s.

Detailed Description

• 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.

Responsibilities

• Will be responsible for Renewing Support Contract for both Hardware & Software
• Performing Quality Assurance on regional Support renewals business
• Maintain Good relations between Oracle, its customers and business partners
• Presenting quotations to clients and manage them through the approval process
• Maintaining Support Renewal forecasts and Oracle Service Contracts system (OKS)
• Building and maintaining relationships with decision makers in the designated Accounts
• Executing sales activities (e.g. presentations)
• Maintaining Account plans for Top Accounts
• Negotiating and commercial management of designated Accounts
• Managing the bid process through to closure
• Ensuring client issues are escalated to the relevant parties within Oracle
• Positioning the value of Support to customers
• Working with designated Partner organizations on specific opportunities and renewals

Accountabilities:

• Work closely with existing Renewal Reps in Sub-Saharan Africa
• Build and maintain relationships within Support and across Lines of Business.
• Write approval requests, where necessary, in compliance with Oracle standards.
• Obtain appropriate management approvals.
• Ensure the contracts are legally compliant and commercially viable
• Maintain accurate records of all sales activities and key contacts in the Account
• Produce regular and accurate forecasts as requested by the Service Sales Director. Ensure OKS is updated daily.
• Maintain a breadth of knowledge of Oracle’s products and Services
• Operate in line with Oracle’s business processes and procedures

Job Requirements

• 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.

Professional Competiencies:

• Minimum 5 Years experience in IT Market
• Excellent Local and English Language
• Ability to travel & to work under pressure
• Excel, Financial tools competency
• Oracle Support Market knowledge
• Knowledge of sales cycle and process
• Experience of Service Selling
• Detailed Description and Job Requirements
• Drive the renewal of Oracle*s contracts to existing customers.

Competiencies:

• Credibility, attention to detail
• Decision Making
• Personal Drive, results orientation
• Influencing and negotiating
• Customer Focus
• Building effective customer relationships with mid management and C level
• Effective written and oral communication in business French and English
• Business Acumen
• Organizational sensitivity and awareness