Oracle Open Technologies Renewal Account Manager- Government, Defense & Intlligence

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!

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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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