Durham, NC, United States
It, Account Management
RVP, Worldwide Account Management - Bronto Software','18001JUS','No Visa Sponsorship is available for this position.','!*!RVP, Worldwide Account Management Description The RVP, Worldwide Account Management role at Bronto is a global leadership role that reports into the Vice President of Worldwide Sales for Oracle Bronto. This role is responsible for the overall vision, management and performance of the worldwide Account Management team, with teams in Durham, New York, Los Angeles, London, and Sydney. Total team count will be ~30 by EOY 2019. The Director of Account Management owns the global targets for the Account Management organization. The Global AM team is responsible for ~40% of the ARR Growth of the company via existing customers along with customer and revenue retention of nearly 1400 clients. Qualifications - BA or BS with 10 years of relevant experience with 5 years in a management capacity- Experience crafting compensation plans that maximize performance- Experience leading an international organization with multiple tiers and management- Knowledge and experience in SaaS, eCommerce/Online Retail preferred- Excellent oral, written, presentation, and interpersonal skills- Enterprise Sales and Sales Leadership experience- Experience communicating with all levels within an organization including C-levels- Professional demeanor, poise and appearance- Experience budgeting, forecasting, and modeling a global organization- Proficiency with MS Office, CRM tools, GoToMeeting/WebEx- Formal sales training such as Target Account Selling, Miller-Heiman Essential Duties and Responsibilities Revenue and Performance · Maximize Global Team Performance vs Targets- Ensure teams are exceeding ARR retention, expansion and revenue targets- Create strategic initiatives to increase productivity- Ensure metrics are measured and communicated- Have regular checkpoints with AM leadership and individual contributors · Drive Maximum Revenue and Minimize Churn- Ensure AM team is driving optimal usage of platform to protect and grow account revenue and renewals- Create campaigns, initiatives to drive ARR Expansion- Measure Opp Creation, Success Plans, and CSPs to drive revenue- Ensure At Risk accounts have plans and actions to mitigate churn- Participate in escalation and negotiating calls as needed with accounts- Analyze Lost Customers to identify trends and lead internal action to mitigate- Review plans with Bronto’s largest customers to ensure we are protecting and growing revenue- Visit clients as needed and/or host meetings at Bronto including the Account Manager Strategic Planning · Create Vision and Strategy for the Global AM Organization- Meet with VP Worldwide Sales and key execs to align vision with Corporate objectives- Create goals, objectives, and vision for team- Ensure each team member understands the vision, and that leadership is reinforcing · Create Hiring and Coverage Model for Global AM Organization· Create Engagement Model and Resources- Create plan for engaging and retaining Key Accounts- Create structured engagement resources such as Client Success Presentations and Success Plans and Welcome Presentations for AMs to deliver to clients Forecasting · Provide Accurate Forecasting- Ensure team is updating and keeping Opportunity data current and accurate- Drive NSCorp utilization for all Pipeline and Forecasted deals- Provide weekly global and regional forecasts for ARR Expansion- Attend Revenue Tribe meetings to give updates on forecast to Sales leadership and other stakeholders- Give guidance, visibility on large positive and negative deals to VP of Worldwide Sales Hiring, Leadership and Coaching· Regular Checkpoints with AM Leadership- Conduct 1:1s with Management and Direct Reports- Have regular Leadership Team Meetings · Team Training- Ensure AM team is achieving training certification objectives set forth by Training Department- Collaborate with AM Leadership to plan regular training in team meetings- Plan for AM specific breakout sessions at Sales Engagement Meetings- Conduct Ad Hoc Training sessions as needed- Ensure leadership and individual contributors are on an optimal career track · Hiring and Performance Management- Creates and Executes Headcount Plan with collaboration from VP of Worldwide Sales and Finance- Leads hiring efforts with AM leadership team on filling open headcount working with Recruiting- Manages through performance issues, and where necessary, creates Performance Improvement Plans for underperforming individuals- Seeks referrals for key AM roles from network- Participates in interviews, candidate reviews and offers- Seeks opportunities for team promotions AM Representation at Industry and Internal Meetings Events· Represent Account Management and Customers in internal meetings- Attend key internal meetings that have impact on customers· Attend Relevant Shows and Events- Drive attendance and attend industry events where needed to meet customers and represent Oracle Bronto Personal Development · Increase Industry and Job Related Knowledge- Participates in company and department sponsored training, organized sessions, Sales Engagement Meetings- Subscribes to trade publications, blogs related to role and industry- Seeks out Customer Success and Account Management leadership peer groups to compare best practices','!*!The primary focus is to direct, plan, manage and develop a team of OD Prime Sales Representatives/Managers. Develops and implements a comprehensive strategy that maximizes Oracle's opportunities across a subset of products, product lines or services directly or via partners to small-and medium sized accounts. Manages a team of OD Prime Sales Representatives/Managers for a territory/region. Participates as a team member in strategic and tactical planning for the division. Develops working relationships with license, consulting, education, and/or support field managers to develop joint account plans. Develops and executes strategic plans utilizing resources from various marketing and sales functions to maximize revenue with frequent guidance from the area manager or director. Responsible for coaching, performance management, and career development of staff. Handles escalations and participates directly in complex sales situations to negotiate and/or resolve disputes and ensure customer satisfaction. Conducts sales forecasts, territory planning, demand generation, deal strategy development and trend analysis. Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations. Through understanding of Oracle's products and services. Ability to lead sales team in all areas of the sales cycle. Effective written and verbal communication skills. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical, and conflict resolution ability. Degree in Business or Computer Science preferred. 7 years sales or sales management experience.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.
','Sales','','US-NC,North Car-Durham','','','Regular Employee Hire','Oracle','RVP, Worldwide Account Management - Bronto Software
Website : http://www.oracle.com
Oracle Corporation develops, manufactures, markets, hosts, and supports database and middleware software, applications software, and hardware systems. It licenses database and middleware software, including database and database management, application server and cloud application, service-oriented architecture and business process management, business intelligence, identity and access management, data integration, Web experience management, portals, and content management and social network software, as well as development tools and Java, a software development platform; and applications software comprising human capital and talent management, customer experience and customer relationship management, financial management and governance, risk and compliance, procurement, project portfolio management, supply chain management, business analytics and enterprise performance management, and industry-specific applications software. The company also provides customers with rights to unspecified software product upgrades and maintenance releases; patches released; Internet access to technical content; and Internet and telephone access to technical support personnel. In addition, it offers servers; storage, networking, and virtualization software; operating systems, including the Oracle Solaris Operating System; management software to IT environments, such as public and private cloud computing environments; Oracle engineered systems; and hardware systems support solutions, including software updates for the software components, as well as product repair, maintenance, and technical support services. Further, the company provides consulting services in business and IT strategy alignment, enterprise architecture planning and design, initial product implementation and integration, and ongoing product enhancement and upgrade services; Oracle managed cloud services; and education services. Oracle Corporation was founded in 1977 and is headquartered in Redwood City, California.