SaaS Renewals Manager (Gurugram/ Bengaluru)

Oracle; Gurugram District; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

A leading company is seeking a Renewals Manager responsible for managing high-value renewal contracts. The role involves collaborating with sales teams, developing negotiation strategies, and ensuring customer success while maximizing financial results. Ideal candidates will have extensive experience in sales and account management, with strong negotiation skills.

Qualifications

• 10+ years of relevant work experience.
• Outstanding negotiation and objection-handling skills.

Responsibilities

• Develop and implement negotiation strategies for contract renewals.
• Collaborate with internal resources to develop comprehensive strategies.
• Achieve financial and strategic targets for minimizing attrition.

Skills

Negotiation

Account Management

Data-Driven Decision Making

Job description

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Talent Engagement & Acquisition at Oracle I Hiring for Consulting & Sales Org; Skills - EPM, Functional ERP, Tech License Sales/ Presales

The Renewals Manager is responsible for owning and completing a portfolio of high-value and strategic renewal contracts in an assigned territory. You will partner closely with internal team members such as Sales, Regional Leaders, and Customer Success Services (CSS) organizations to secure every renewal. Responsibilities include minimizing financial attrition, locking in the most favorable terms, identifying growth opportunities, and passing their findings and insights back to the business.

Renewals Managers are responsible for ensuring that their customers are set up for success while maximizing the financial results for Oracle.

Responsibilities:

• Develop and implement win/win negotiation strategies for medium and large account contract renewals that increase contract value while protecting and improving customer trust
• Partner with Sales reps to fully understand and develop a clear renewal strategy for each customer based on data-driven decisions
• Improve account growth opportunities by playing an active role on the account team and helping to identify incremental opportunities upon contract renewal
• Own, drive, and lead the renewals process in collaboration with the account team
• Achieves financial and strategic targets for minimizing attrition, positioning favorable terms and boosting incremental revenue via up-sells, cross-sells, and add-ons
• Collaborate with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc...) to develop comprehensive 'win' strategies for renewals
• Identify customer requirements, uncover roadblocks, and demonstrate strong account management and commercial capabilities to drive renewal to timely closure
• Provide executive management with complete insight into renewals and solicit executive involvement as the need arises
• Accurately maintain/update a rolling 120-day forecast of renewals in your territory and ensure any uncovered risk is communicated to develop resolution strategies
• Follow and adhere to standard methodologies for all internal processes including, but not limited to, Opportunity Management, Data Quality, and accuracy, Quotations, Orders and Forecasting
• Embrace new initiatives and programs proactively and act as a subject matter expert and mentor to other members of the extended team
• Engage in strategic account planning with key collaborators at VP levels to ensure accountability across teams
• Acts as a Renewals brand ambassador

Required Skills/Experience:

• Shown success in a Sales, Operations, or Account Management capacity with a strong focus on negotiating contracts
• Outstanding negotiation and objection-handling skills that allow for value-based contract negotiations at the CXO level
• Strong process management, financial savvy, and adherence to policy
• Ability to react and adapt to potential rapid shifts in priorities and organizational policies

Desired Skills/Experience:

• 10+ years of relevant work experience
• Knowledge of Oracle product and platform features, capabilities, and best use
• Experience negotiating sophisticated multi-year service contracts
• Experience with an enterprise ERP and HCM
• Ability to manage transactions through different stages
• Willingness and the desire to tackle additional tasks or pilot projects that are helpful to the department or the organization
• Data-driven and objective - you trust analytics and data science to guide decisions

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Other

• Industries

  IT Services and IT Consulting

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