Oracle is seeking an Open Technologies Renewals Account Manager to own renewals
and expansion opportunities for assigned customers within the Government,
Defense, and Intelligence (GDI) division. Open Technologies consists of Oracle
Java, Oracle Linux, and Oracle MySQL. This individual contributor will be
accountable for renewal revenue, customer retention, and growth through both
direct customer engagement and indirect/channel sales approaches.
The role requires prior Federal sales experience, and a collaborative approach
to working with customers, channel partners, and other Oracle GDI teams. The
Account Manager will manage the sales cycle from renewal planning and
opportunity identification through proposal, negotiation, and contract
execution, while helping customers maintain continuity and address evolving
needs.
This is a U.S.-based REMOTE inside sales position.
Candidates must be U.S. citizens and have experience working with the Government
RESPONSIBILITIES
WHAT YOU WILL DO: ESSENTIAL DUTIES AND RESPONSIBILITIES
Own the renewal cycle for assigned Oracle Java, Oracle Linux, and Oracle
MySQL customers; achieve or exceed assigned renewal and expansion sales
targets.
Develop account and renewal plans that support retention, on-time or early
renewals, and expansion aligned with customer requirements.
Execute direct renewals with customers and indirect renewals through channel
partners, coordinating responsibilities, proposals, pricing approvals, and
transaction milestones.
Identify and pursue expansion and cross-sell opportunities across Open
Technologies, partnering with account teams and technical specialists to
align solutions with customer needs.
Identify at-risk renewals early, address customer concerns, and coordinate
action plans to resolve issues that could delay or prevent renewal.
Manage proposals and commercial negotiations through contract execution,
coordinating with Oracle contracting, legal, finance, and operations teams as
needed.
Build relationships with Federal customer executives, IT and architecture
teams, procurement stakeholders, and channel partners; account for Federal
budget and procurement timelines in renewal planning.
Maintain timely, accurate CRM records, opportunity plans, and forecasts for
quarterly renewal and expansion revenue; communicate progress, risks, and
support needs to the Director.
Represent customer feedback, issues, and product needs to Oracle product
management, development, and support teams, and coordinate follow-through
with the appropriate stakeholders.
Contribute as a collaborative team player by sharing information, supporting
shared account objectives, and helping improve renewal processes and the
customer experience.
The successful candidate will be a self-starter, highly attuned to an open,
collaborative, and respectful team culture.
WHAT YOU WILL BRING: REQUIRED QUALIFICATIONS
U.S. citizenship is required.
Prior Federal sales experience is required, with an understanding of Federal
customer engagement, purchasing processes, and procurement cycles.
selling or renewing
10+ years of experience in software sales or a related area, with a
demonstrated record of meeting or exceeding sales targets in a quota-carrying
role.
Prior knowledge of open-source software and the business value of software
subscriptions, support, and renewals.
Experience managing complex sales engagements, leading commercial
negotiations, and working with software sales contracts and associated
business practices.
Ability to engage executive, technical, procurement, and business
stakeholders; develop clear presentations; and represent customer needs
internally.
Must be a collaborative team player who works effectively across sales,
technical, product, support, and channel teams while independently owning
account responsibilities.
Strong account management, organization, forecasting, and problem-solving
skills, with the judgment to manage varied and complex responsibilities in a
quarterly results-driven sales environment.
Bachelor’s degree in business or a technology-related discipline. MBA a plus.
Intermediate to advanced Excel skills and proficiency with Word, PowerPoint,
and CRM systems.
PREFERRED QUALIFICATIONS
Experience selling or renewing Open-Source products and support.
Experience executing software renewals and expansion opportunities through
both direct and indirect/channel approaches within Federal accounts.
Customer Success Management experience, primarily in terms of helpful,
supportive, and positive customer engagement approaches.
TRAVEL: SOME TRAVEL (UP TO A MAX OF 25%) MAY BE REQUIRED.
Come Join Us!
#LI-PA4
QUALIFICATIONS
Provide leadership and expertise in development of tools, processes and
activities performed by the CSM group. Recommended 10 to 12 years of
professional Information Systems implementation experience. Demonstrated
experience in implementation or client facing relationship experience.
Understanding of various technical architectures and operating systems. Industry
experience is desired.
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True innovation starts when everyone is empowered to contribute. That’s why
we’re committed to growing a workforce that promotes opportunities for all with
competitive benefits that support our people with flexible medical, life
insurance, and retirement options. We also encourage employees to give back to
their communities through our volunteer programs.
We’re committed to including people with disabilities at all stages of the
employment process. If you require accessibility assistance or accommodation for
a disability at any point, let us know by emailing
accommodation-request_mb@oracle.com [accommodation-request_mb@oracle.com] or by
calling 1-888-404-2494 in the United States.
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 will consider for employment qualified applicants with arrest and
conviction records pursuant to applicable law.