Oracle is seeking an experienced and customer-centric Sales Director - Applications Cloud Renewals to lead the APAC Renewals organization for Oracle Fusion Applications. This leadership role is responsible for driving renewal performance, retention, expansion, and long-term customer value realization across Oracle's Applications portfolio.
The successful candidate will lead a team focused on protecting and growing recurring revenue across Oracle ERP, HCM, SCM, EPM, and CX Cloud customers.
This role requires a strong leader with expertise in SaaS subscription models, customer lifecycle management, forecasting, executive stakeholder engagement, and building high-performing renewal organizations.
Key Responsibilities
Renewal & Revenue Leadership
- Own and deliver renewal, retention, and expansion targets across a multi-million-dollar Applications Cloud business.
- Drive Annual Recurring Revenue (ARR) retention and expansion across Oracle's Fusion Applications customer base.
- Lead commercial renewal strategies, pricing negotiations, and contract extension discussions.
- Develop and execute renewal plans that maximize customer retention and minimize churn.
- Partner with Sales, Customer Success, Consulting, Support, and Product teams to drive customer outcomes and renewal success.
Customer Value & Expansion
- Establish executive relationships with key customer stakeholders including CFOs, CHROs, CIOs, COOs, and Transformation Leaders.
- Drive adoption, value realization, and customer advocacy initiatives to improve retention and expansion opportunities.
- Identify and execute cross-sell and upsell opportunities across ERP, HCM, SCM, EPM, and CX portfolios.
- Support strategic customer engagements and executive escalations where necessary.
Leadership & People Management
- Build a high-performance culture focused on accountability, customer outcomes, operational excellence, and revenue growth.
- Coach and develop frontline leaders on forecasting, pipeline management, negotiation strategies, and customer engagement.
- Drive succession planning, talent development, and organizational capability building.
Forecasting & Operational Excellence
- Own renewal forecasting accuracy across the region.
- Conduct regular business reviews, renewal inspections, and risk assessments.
- Establish performance metrics around retention, expansion, churn, forecast accuracy, and customer health.
- Ensure operational discipline across renewal management processes and commercial governance.
Cross-Functional Collaboration
- Work closely with Applications Sales Leaders, Customer Success, Consulting, Support, Finance, and Legal teams.
- Influence customer success strategies that improve adoption and increase renewal likelihood.
- Partner with regional leadership to identify strategic growth opportunities within the installed base.
Required Qualifications / Experience
- 15+ years of enterprise software sales, renewals, customer success, or account management experience.
- 5+ years of people leadership experience managing frontline managers and regional teams.
- Proven success leading SaaS renewal, retention, and expansion organizations.
- Experience managing large recurring revenue portfolios and complex enterprise customer relationships.
- Strong understanding of SaaS business metrics including ARR, NRR, GRR, churn, renewal rates, and expansion revenue.
Leadership
- Demonstrated experience leading multi-layered teams and developing high-performing leaders.
- Strong coaching, performance management, and organizational development skills.
- Experience managing geographically distributed teams across APAC preferred.
Commercial Acumen
- Expertise in subscription renewals, commercial negotiations, pricing strategy, and contract management.
- Strong forecasting and operational management capabilities.
- Ability to manage executive-level customer conversations and strategic negotiations.
