Senior Manager/Director - SaaS Renewals ASEAN

Oracle; Kuala Lumpur; On-site; MYR 60,000 - 80,000; Full time

Job summary

A leading company is seeking a Renewal Manager to lead a high-performance team, develop renewal strategies, and enhance customer engagement. This role involves managing contract renewals, optimizing processes, and collaborating with cross-functional teams to drive success in renewal targets.

Responsibilities

• Lead and mentor a team of renewal managers to exceed targets.
• Develop and execute effective renewal strategies for ASEAN.
• Build and maintain strong relationships with key customers.

Job description

Team Leadership:

• Lead and mentor a team of renewal managers, providing guidance and coaching to ensure they meet and exceed renewal targets.
• Hire, manage, onboard, and develop a high-performance team of senior renewal managers and renewal managers.
• Foster a collaborative and amped-up culture within the renewals team.
• Coaching and providing performance feedback to drive ambitious outcomes and ensure team members are fully engaged and productive.
• Helping team members to achieve their career aspirations and drive high-quality outcomes.

Renewal Strategy:

• Develop and execute effective renewal strategies for ASEAN and when required for other regions, focusing on maximizing renewal rates and protecting Oracle’s revenue.
• Ensuring that Quarterly / Annual Renewal quotas are achieved and exceeded.
• Developing a close working relationship with field sales and sales leadership to ensure alignment in strategy and actions.
• Working with cross-functional teams to ensure proactive preparation of Renewal workload coverage (including headcount budget).

Customer Engagement:

• Build and maintain strong relationships with key customers, acting as the primary point of contact during the renewal process.
• Proactively address customer concerns and objections to secure renewals and ensure customer satisfaction.
• Creation of a “Renewals Playbook” and ensuring the Renewals Team is following a consistent proactive process engaging customers and prosecuting renewals.

Forecasting and Reporting:

• Maintain accurate records of customer renewal status, revenue forecasts, and pipeline data.
• Provide regular reports and insights to senior management regarding renewal performance, trends, and opportunities.
• Working with Sales leadership, Customer Success, Operations, and Finance to ensure the reporting, tracking, and forecasting of quarterly and annual renewals is accurate.
• Creating a culture of forecasting 180 days in advance, allowing time for steps to mitigate churn.

Contract Management:

• Manage contract renewals, negotiate pricing, and contract terms, and ensure compliance with company policies and objectives.
• Ensuring that favourable terms are agreed at the time of renewals.

Process Improvement:

• Continuously evaluate and optimize the renewal process to enhance efficiency and effectiveness.
• Collaborate with cross-functional teams to streamline and improve the overall customer experience.

Qualifications

Career Level - M4

Responsibilities

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