Services Renewal Representative

The Renewal Representative will be responsible for owning and executing service contract renewals in an assigned multinational territory for medium and large accounts.

**Responsibilities**:

- Own, drive, and manage the renewals process
- Ensure timely renewals for medium and large customers in the assigned territory
- Accurately maintain and update a rolling one-year forecast of renewals in the territory
- Build and maintain a territory plan with detailed information about customer roles, context, perception, risks, etc.
- Utilize internal sources and customer relationships to early detect risks and take measures to avoid cancellations
- Identify customer requirements, uncover roadblocks early, and demonstrate strong account management and commercial capabilities to ensure on-time renewal closure
- Map, build, and nurture relationships with the main customer stakeholders
- Provide executive management with complete visibility into renewals and solicit executive involvement as required
- Ensure customer awareness and understanding of applicable elements of Oracle's portfolio and the scope of services
- Educate customers on business practices and any associated contractual implications
- Manage exceptions for customers with issues that may delay or inhibit renewals
- Negotiate contracts/renewals in complex commercial and technical scenarios
- Articulate difficult messages effectively, minimizing attrition
- Develop and execute win/win negotiation strategies that maximize contract value while protecting and enhancing customer trust
- Partner, articulate, and collaborate with other internal teams (product and services sales, technical/support, operations, etc.)

Qualifications:

- experience in sales or a related area
- Experience with proven sales, account management, and customer success methodologies and best practices
- Strong negotiation and objection handling skills that enable value-based contract negotiations at the CXO level
- A hunter, relentless and proactive approach to handling renewals
- Excellent written and verbal communication skills
- Being analytical is a plus, as the position involves creating and discussing/defending complex financial and commercial scenarios (spreadsheets)
- Previous knowledge of Oracle is a plus (across the board)

Language Skills:

- Fluency in Portuguese and English
- Spanish is a plus

The Renewal Representative will be responsible for owning and executing service contract renewals in an assigned multinational territory for medium and large accounts.

**Responsibilities**:

- Own, drive, and manage the renewals process
- Ensure timely renewals for medium and large customers in the assigned territory
- Accurately maintain and update a rolling one-year forecast of renewals in the territory
- Build and maintain a territory plan with detailed information about customer roles, context, perception, risks, etc.
- Utilize internal sources and customer relationships to early detect risks and take measures to avoid cancellations
- Identify customer requirements, uncover roadblocks early, and demonstrate strong account management and commercial capabilities to ensure on-time renewal closure
- Map, build, and nurture relationships with the main customer stakeholders
- Provide executive management with complete visibility into renewals and solicit executive involvement as required
- Ensure customer awareness and understanding of applicable elements of Oracle's portfolio and the scope of services
- Educate customers on business practices and any associated contractual implications
- Manage exceptions for customers with issues that may delay or inhibit renewals
- Negotiate contracts/renewals in complex commercial and technical scenarios
- Articulate difficult messages effectively, minimizing attrition
- Develop and execute win/win negotiation strategies that maximize contract value while protecting and enhancing customer trust
- Partner, articulate, and collaborate with other internal teams (product and services sales, technical/support, operations, etc.)

Qualifications:

- experience in sales or a related area
- Experience with proven sales, account management, and customer success methodologies and best practices
- Strong negotiation and objection handling skills that enable value-based contract negotiations at the CXO level
- A hunter, relentless and proactive approach to handling renewals
- Excellent written and verbal communication skills
- Being analytical is a plus, as the position involves creating and discussing/defending complex financial and commercial scenarios (spreadsheets)
- Previous knowledge of Oracle is a plus (across the board)

Language Skills:

- Fluency in Portuguese and English
- Spanish is a plus