Senior Client Success

Job Title:
Senior Customer success & Renewals Representative – India Market

Work Location:
Mumbai, Delhi

About the role:

Oracle seeks Sales Person for its MySQL Business to cover specific sales territory in the India market, to focus on developing the existing customers in addition to winning new logo's for our product. MySQL is one of the fastest growing businesses within Oracle. MySQL is one of the most deployed databases in the world and used in software companies of all sizes. This role will focus on selling to existing and new accounts and will focus on selling to companies of all sizes. We have a solid technology, pricing, and go-to-market model which makes this role challenging and fun.

The role is responsible for creating and driving revenue opportunities and managing the MySQL existing accounts and Renewals for On-premises software sales: subscription license and Perpetual license) and ISV business. This includes utilizing inbound and outbound techniques to identify, qualify, and close new opportunities with existing customers, building and sustaining executive-level relationships, effectively building and managing the opportunity pipeline, advising, and aligning opportunities with MySQL Sales team.

The individual will be encouraged to have good software sales knowledge and market segments and sales processes. Success will be measured through opportunity conversion to revenue, execution of initiatives, meeting individual renewals KPI, and achieving/overachieving target quota assigned.

Selected candidate will be responsible for the "Indian Market".

Experience and Skills Required:

• Typically, 10-15 years of total customer success and renewals/Sales/Channel experience. Min. 5 years of Software/Database sales experience is preferred.
• Experience managing enterprise account and creating upsell opportunities in a complex market is required.
• Broad knowledge of database and software & hardware business is preferred.
• Strong experience in driving go-to-market strategy/activities at scale.
• Develop an overall plan to over-achieve quota
• Strategic Sales Planning & Implementation - Orchestrates the development of strategic initiatives to advance market share/penetration within assigned accounts and achieve profitable growth.
• Competitive Positioning/Strategy - Uses competitive intelligence in account planning and sales activities to develop counter-strategies.
• Problem Solving - Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution.
• Communication - Able to communicate effectively across multiple levels in a complex environment
• Strong leadership skills, including mentoring, team building, conflict resolution, and management.
• Excellent verbal and written communication skills, including negotiation, presentation, and influence.
• Must be highly organized, motivated, independent, a self-starter, and self-directed
• Must convey a positive, "can-do" attitude

Education:

• Degree educated, preferably within Information Technology/Business Administration related subjects.
• Proficient in MS Word, Excel, PowerPoint, Outlook, and Video Conferencing software e.g. Zoom.
• Strong sales/marketing skills including needs analysis, business justification, and closing methodologies.

Job Description and Responsibilities:

• Drive maximum adoption of Oracle solution and identify/drive product expansion opportunities via high value relationship with the client.
• Builds financially sound, executable, revenue-driven business strategies within existing accounts across your territory
• Manages accounts throughout the entire sales/renewals process, and collaborates with team members in Sales/business development, consulting, and support to uncover all customer needs.
• Participates in the development, presentation, and sales of a value proposition.
• On-site customer presentation with C-levels to negotiate and close strategic and complex deals.
• Liaises with customer contacts to manage customer relationships, identify upsell opportunities, and maximize sales in existing accounts.
• Working with MySQL Channel Manager in Partner recruitment, and enablement with new partners.
• Conducts regional renewals forecasts, territory planning, demand generation in existing accounts, deal strategy development, and trend analysis.
• Participates as a team member in strategic and tactical planning for the division.
• Identifies and drives the execution of breakthrough growth initiatives.
• Responsible for understanding Oracle MySQL's product offerings and competitive issues to develop solution proposals encompassing all aspects of the application.
• Working closely with the APAC Regional Marketing team to organize and attend roadshows or exhibitions to promote MySQL solutions and demonstrate our technical capabilities to channel partners and end users throughout the region.
• Travels to customer sites to identify/develop new opportunities in existing accounts.
• Knowledge of Database sales, Oracle field sales cycle, and Oracle Partner program will be a bonus.

Career Level - IC4