Principal Support Account Manager / Renewals Support Account Manager (2) at Oracle

Renewals Management:

• Drive the renewal of Oracle's contracts to existing customers.
• Proactively work with customers to renew and close contracts in East Africa. 
  Develop and implement account plans to increase the support business.
• Institute governance and communications between the customer and Oracle lines of business.

Customer Engagement:

• Engage with senior management regularly, educating them on business practices and contractual implications.
• Ensure customer awareness and understanding of applicable elements of the Oracle portfolio.
• Handle exceptions for customers with renewal issues; identify and transfer potential opportunities to sales representatives.
• Monitor renewals progress, manage risks, and drive past due renewals to closure.
• Lead executive communication during crises or reputation-threatening events affecting the support business.

Leadership and Oversight:

• Lead all aspects of and guide the activities of other Oracle employees on our largest accounts.
• Conduct frequent face-to-face meetings or Zoom calls with customers.

Career Level - IC4

Desired Experience

Sales and Account Management:

• Consistent track record meeting sales objectives, including quota and efficiency attainment.
• Strong background in account management sales and revenue growth.
• Experience achieving objectives through influence rather than direct control.
• Boardroom-level sales/customer interaction experience – successfully selling at top management levels.

Oracle Product Knowledge:

• Proven knowledge of Oracle's various products and maintenance contracts.
• Ability to educate customers on business practices and contractual implications.

Communication and Presentation Skills:

• Strong customer-facing communication and presentation skills.
• Experience in negotiation.

Work Experience & Training:

• Recommended 7 to 10 years of professional experience.
• Non-routine and complex work involving advanced technical/business skills.
• Understanding of various technical architectures and operating systems.
• Industry experience is desired.