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

Oracle • United States,

11d • Remote

About The Position

Oracle is seeking an Open Technologies Renewal Account Manager to own renewals and expansion opportunities for assigned customers in the Government, Defense, and Intelligence (GDI) division. Open Technologies includes Oracle Java, Oracle Linux, and Oracle MySQL. This individual contributor is accountable for renewal revenue, customer retention, and growth through 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 manages the sales cycle from renewal planning and opportunity identification through proposal, negotiation, and contract execution, 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 Government customers. Some travel, up to a maximum of 25%, may be required.

Requirements

• U.S. citizenship is required.
• Prior Federal sales experience and understanding of Federal customer engagement, purchasing processes, and procurement cycles.
• 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.
• 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.
• Collaborative approach across sales, technical, product, support, and channel teams, while independently owning account responsibilities.
• Strong account management, organization, forecasting, and problem-solving skills, with judgment to manage varied and complex responsibilities in a quarterly results-driven sales environment.
• Bachelor’s degree in business or a technology-related discipline.
• Intermediate to advanced Excel skills and proficiency with Word, PowerPoint, and CRM systems.
• Experience working with Government customers.
• Some travel may be required, up to a maximum of 25%.

Nice To Haves

• MBA.
• 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, particularly helpful, supportive, and positive customer engagement approaches.

Responsibilities

• Own the renewal cycle for assigned Oracle Java, Oracle Linux, and Oracle MySQL customers and achieve or exceed assigned renewal and expansion sales targets.
• Develop account and renewal plans to 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 appropriate stakeholders.
• Contribute as a collaborative team player by sharing information, supporting shared account objectives, and helping improve renewal processes and the customer experience.

Benefits

• Competitive benefits supporting employees with flexible medical, life insurance, and retirement options.
• Volunteer programs that encourage employees to give back to their communities.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior