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Services Renewal Representative

3 semanas atrás

Sao Paulo, Brasil Oracle Tempo inteiro

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