1+ months

Client Success Snr Manager

West Conshohocken, PA 19428
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Drive maximum adoption of Oracle solution and identify/drive product expansion opportunities via high value relationship with the client.

Drive operational performance goals and will be responsible for achieving quarterly targets in terms of renewal rates to maximize revenue and minimize cancellations. Build team, improve internal processes and systems to achieve operational performance that meets or exceeds goals. Establish and measure group goals and team performance against specific target objectives. Participate in strategic and tactical planning for the division. Builds on going customer relationships to drive renewals, maximize timely renewals and up sell to the client. Drives client issue resolution by bringing the appropriate resources in to assist or escalating to VP.

Manages and controls activities in multi-functional areas. Ensures appropriate operational planning is effectively executed to meet business needs. Prefer 10 years of professional experience with at least 2 years People Manager experience. Demonstrated experience in implementation or client facing relationship experience. Understanding of various technical architectures and operating systems. Experience managing high level client relationships and escalations. Industry experience is desired.

*Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.*

Oracle s Construction and Engineering Global Business Unit (CEGBU) is transforming the world by helping organizations plan, build and operate critical assets. The CEGBU serves over 125,000 customers globally ranging from small subcontractors to the largest general contracting firms and asset owners. CEGBU solutions support our customer's ability to propose, prioritize & select strategic investments as well as control, manage and execute related projects. CEGBU solutions easily integrate with financial, human resource, supply chain, asset management and other enterprise and niche solutions. We process over 6 billion dollars in subcontractor payments monthly, manage billions of documents & pieces of correspondence while managing over 8 trillion dollars in project value. As a relatively small business unit within Oracle we strive to deliver excellent results by attracting and retaining the best people, delivering the best technology in the industry and focusing on delivering exceptional service to our customers.

Job Purpose:

Lead the regional Account Management team to deliver profitable / renewable business performance and focus on increasing sales revenue and enterprise relationship value and longevity

To contribute towards and continue to develop and support the Global Account Management function (methodology / sales activities: renewals & growth / GTM strategies / Marketing / Client Services Engagements)

To contribute to and help develop the regional Sales Leadership Team

Develop, set and support the team to achieve the regional and global Account Management Target

May be required to be a named Account Manager in one regional Key Account and will carry the same responsibilities and objectives of a CEGBU Account Manager.



Be accountable for the regional Account Management function

Lead and manage the Account Management function in the region

Ensure compliance with regional strategies and key inputs including timely, accurate annual, quarterly and weekly forecasting and a focus on opportunity generation and management

Ensure compliance in managing the regional implementation of the

Account Management approach:

Support and contribute positively towards the Global Account Management Function

Manage the recruitment, training and on boarding of new team members

Ensure implementation of effective sales team collaboration between Account Managers and Sales teams within region (regular meetings, account allocations, deal support)

Maintain a strong culture within the Account Management team that focuses on Oracle s CEGBU core values.

Assist all Account Managers to implement and drive account planning within the regional (and global where applicable) account portfolio

Assist Account Managers with key negotiations renewals, upsells, defend and adoption.

Actively promote Oracle s vision and values by openly placing them at the forefront of decision-making and action

Contribute tactically by implementing (alongside Sales) regional strategies

Strategic Sales Management:

Gather, analyse and use customer data and competitor intelligence to identify growth and retention opportunities and develop and implement business plans and strategies for the regional Account Management accounts

Influence and build effective relationships with internal partners (Legal, Operations, New Business, Inside Sales, Sales Effectiveness, Strategic Business, Product, Marketing and Client Services)

Ensure that Oracle s best practice contracting principles are understood and adhered to by all Account Managers

Accountable for the regional Account Growth and Retention strategies

Drive an effective sales management process including monitoring and managing the productivity of the team.

Improve sales processes, systems and KPIs to enhance team performance

Research and develop deep knowledge of the industry

Be conversant with competitors products in terms of positioning, features and benefits, pricing and account acquisition strategies

Represent the company throughout the industry and the wider business community.

Work collaboratively with the marketing team to provide meaningful contribution into strategic marketing programs

Relationship Management

Develop and maintain relationships with key client stakeholders as required by the account plan(s) or Account Managers

Encourage and demonstrate collaboration with all Oracle departments.

Champion effective integration and co-ordination between all channels of the sales and Client Services teams in region


Maintain excellent knowledge of Oracle s products including their demonstration, pricing and administrative procedures.

Maintain knowledge of Oracle s products and current Account Management and Sales procedures

Required Skills and Experience:


Sound people and business leadership in a customer focused, sales environment

Experience of setting and delivering strategic and tactical goals for sales teams at a national / regional (multi-country) level

Demonstrated experience in managing sales managers and senior sales people, coaching at this level and filtering regional management initiatives through all levels to the team

Demonstrated experience in managing the introduction of multiple new initiatives, products to a sales team and delivering targeted commercial outcomes

Demonstrated ability to think beyond oneself in activities, setting and implementing strategies and tactics, managing a team and contributing to a broader business

Proven track record building and growing a successful sales team across a national business and consistently exceeding targets

Highly developed business acumen and understanding of the SaaS/Software

Existing knowledge of the construction and engineering market is an advantage

Integrity and good judgement to lead clearly and transparently through periods of change

Experience with complex software solution sales

Required Qualifications

Experience in sales management in a growth division of a large, multi-national software company

Required Competencies:


Accountability - Holds self and others accountable for high-quality and timely outcomes by determining objectives and prioritising work effectively. Complies with established control systems and rules accepting responsibility for mistakes and giving credit to others for their contributions and achievements.

Building a vibrant CEGBU culture - Defines organisational culture by practising espoused values and behaviours promoting inclusion and equity for all Oracle staff and associates

Client focus - Makes clients and their needs a primary point of action, developing and sustaining productive client relationships

Innovation - Generates creative solutions, trying different and novel ways to deal with opportunities and problems

Integrity - Maintains social, ethical and organisational norms, adhering to and promoting codes of conduct and ethical principles


Entrepreneurial insight Seizes opportunities to increase business or to expand into new markets, products or services

Resilience responds effectively to disappointment or rejection

Sales persuasion - Persuades or influences clients/customers to accept a point of view, adopt a specific agenda, or take a course of action

Develop Strategic Relationships - Uses a wide range of styles to influence and build effective relationships with business partners

Technical knowledge: Applies understanding of Oracle effectively within context of the role


Coaching - Provides timely guidance and feedback to help individuals strengthen specific knowledge/skill areas and meet key accountabilities

Communicating with impact - Expresses thoughts, feelings and ideas in a clear, succinct and compelling manner, adjusting language to engage the audience effectively

Conflict management Deals effectively with others in antagonistic situations, using appropriate interpersonal styles and methods to reduce tension or conflict between two or more people.

Driving for results - Sets challenging goals for self and others, working to meet or exceed those goals, monitoring progress towards attainment

Facilitating change - Encourages innovative approaches to addressing opportunities and problems, planning and driving the implementation and acceptance of change

Operational analysis - Relates and compares data on operational effectiveness, identifying cause-effect relationships

Strategic thinking - Considers and processes complex information, proposing courses of action that further the vision, priorities and objectives of Oracle

Team development Uses appropriate methods and styles to foster, motivate and guide a team toward successful outcomes\

Driving for results: Sets challenging goals for self and others, working to meet or exceed those goals, monitoring progress towards attainment

Establishing strategic direction: Establishes and commits to an extended course of action to achieve long-term goals, taking into consideration a diverse range of contextual facts

Leading through vision and values: Actively develops and promotes Oracle s vision and values by openly placing them at the forefront of decision-making and action

Organisational insight: Effectively uses economic, financial and industry data to accurately diagnose Oracle s strengths and weaknesses and to develop strategies and plans to address key issues

Accurate self-insight: Demonstrates awareness of own strengths and development needs and understands impact of behaviour on others

Building organisational talent: Attracts, develops and retains talented individuals by creating a learning environment that ensures staff reach their highest potential

Change leadership and management: Continuously promotes opportunities for different and innovative approaches to addressing organisational problems and opportunities

**Job:** **Sales*

**Organization:** **Oracle*

**Title:** *Client Success Snr Manager*

**Location:** *United States*

**Requisition ID:** *19000VTH*
Posted: 2019-07-09 Expires: 2019-10-21

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Client Success Snr Manager

West Conshohocken, PA 19428

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