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Job Details

Manager Account Management - Bronto Software

Company name
Oracle Corporation

Santa Monica, CA, United States

Employment Type

It, Account Management

Posted on
Dec 25,2018

Valid Through
Apr 09,2019


Manager, Account Management - Bronto Software','18001JUU','No Visa Sponsorship is available for this position.','!*!Overview As part of Bronto's Sales department, the Manager, Account Management will play a key role in our continued growth.  This role is responsible for direct line management of a team of Account Managers whose objective is to retain and grow ARR for their assigned existing customer base. This role includes the need for leadership and coaching Account Managers to increase customer retention and drive ARR Expansion per individual and team goals.  The Manager, Account Management will work closely with the RVP, Worldwide Account Management to forecast, to motivate and inspire team performance, to address team issues and monitor training needs, to make improvement suggestions, to represent the team in departmental meetings.  Responsibilities ·       Achieves ARR Expansion and ARR Retention targets·       Drives AM performance against key performance indicators and objectives as well as activity requirements, and coaches as needed addressing any problem areas·       Provides management guidance and coaching to AMs on handling customer situations, discounting, concessions, escalations, etc·       Monitors account coverage and knowledge by AMs – ecosystem, utilization, engagement, executive landscape and organizational understanding·       Assists RVP, Worldwide Account Management in ensuring territory mapping and account coverage is optimized and scalable·       Leads team meetings, activities, events, role plays and coaching·       Reviews Training plans and progress against goals with individual AMs, and summarizes to RVP, Worldwide Account Management·       Conducts team training and presentations as needed·       Attend meetings and some industry shows to represent Oracle Bronto and to meet with customers·       Interview prospective AM candidates Qualifications BA or BS degree5-7 years of Account Management experienceMinimum of 2 years management experienceLeadership skills and aptitude - a Go To personKnowledge of web-based software as a service (SaaS), eCommerce/Online Retail preferredProficiency with MS Office, CRM tools, and LinkedIn desiredFormal sales training such as Target Account Selling, Miller-Heiman a plusOther ·       Ability to work from our Durham, NC headquarters·       Eligibility to work in the US without sponsorship·       No Agencies Please! Bronto Software provides a cloud-based marketing platform for retailers to drive revenue through their email, mobile and social campaigns. Building upon consistent growth since its founding in 2002, We are now in the midst of a period of fast-paced growth as it expands its mission beyond email to become the leading marketing platform for retailers and other commerce focused companies. Bronto Software is consistently recognized for our products and services. Why Bronto? ·       Clear Vision of our purpose and mission·       Great office space and locations in Durham, New York, Santa Monica, London, Austin and Sydney·       Triangle Business Journal Best Places to Work five-time-winner·       All Brontos are given company time to volunteer at area non-profits·       Active Lifestyle with subsidized Y membership and wellness events·       Free beverages, snacks, and planned social activities LIVE OUR VALUES – TRANSPARENT, APPROACHABLE, PASSIONATE.  To see the Bronto life through words, photos and videos, visit  ','!*!The primary focus is to plan, manage and develop a team of OD Prime Sales Representatives. 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 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. Participates in the recruiting process and provides hiring recommendations to senior management. 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. Leads a specialized area which may have diverse functional elements. Frequently interacts with supervisors and/or functional peer group managers. May interact with senior management. Thorough 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 5 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-CA,California-Santa Monica','','','Regular Employee Hire','Oracle','Manager, Account Management - Bronto Software

Company info

Oracle Corporation
Website :

Company Profile
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.

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