Senior Principal Customer Success Manager
hace 13 horas
Responsibilities:
* Act as the main point of contact for your customers, building and fostering relationships with key customer stakeholders to solidify our partnership and commitment.
* Drive maximum adoption of Oracle solutions and identify/drive product renewal and expansion opportunities via high-value relationships with customers.
* Demonstrate a level of drive, accountability, and resourcefulness to effectively manage an assigned book of business in a fast-paced and somewhat ambiguous environment ensuring that deliverables, results, and deadlines are achieved.
* Have a holistic overview of a portfolio of specific/key projects within a specific client to develop knowledge and a clear understanding of customer plans, goals, and desired outcomes of their Oracle Cloud solution investment.
* Leverage Oracle's Customer Success methodology to partner with customer stakeholders to understand their goals/KPIs, assess their capabilities and provide recommendations to help them accelerate achievement of their business and technology objectives.
* Drive customer implementation towards success with healthy partner interaction and work with Alliances and Channels making sure the involved partners are focusing on customer success; raise in a timely manner when there is any deviation.
* Pro-actively, hands-on and customer-facing to identify risks and work with the account team to get projects on the right track and react promptly and effectively to early warning signs within this portfolio.
* Effectively collaborate, influence, and take the lead in cross-functional engagements within Oracle. Be the internal advocate for the customer across the organization including Global Customer Success Services, Sales, Support, and Product Development while expertly prioritizing, driving ownership, and delivering desired outcomes for your customers.
* Understand the organizational structure of the customer, identifying the areas that present deep strategic partnership opportunities. Build and grow multiple relationships across a customer's organization and their implementation partners.
* Demonstrate Oracle product knowledge by applying platform features and functions to customer business priorities and roadmap in relation to the customers' goals and objectives.
* Guide a customer on organizational strategy, governance, and change management best practices based on customer needs.
* Build greater advocacy and reference-ability of your customers.
* When appropriate, identify additional Oracle services, expansion opportunities, and advisory experts needed to drive incremental success.
Requirements:
* 8-10+ years of customer-facing experience as a business practitioner and communicator.
* 5+ years of proven experience in SaaS Implementations.
* Proven ability to utilize a cloud lifecycle methodology focused on reviewing implementation project plans, governance structure, team composition, and other project-related artifacts to assess risk and provide best practice guidance (PMI Project Management Professional (PMP) Certification or similar highly desired).
* Bachelor's degree in business or other related degree and/or equivalent years of experience.
* Being a self-starting, entrepreneurial, self-managing. Ability to work effectively with and through a matrix and a virtual organization, requiring management through influencing, based upon trust and leadership skills.
* Proven track record of successfully establishing trustful relationships with senior leadership and executive-level key stakeholders within the Oracle cross Line of Business organization and customers and partners outside the Oracle organization.
* In-depth knowledge in one or more lines of businesses, cross-functional competencies, or industry-related experience.
* Strong presentation skills (web, phone, and onsite) including the ability to effectively communicate insights and data-informed points of view to customers, implementation partners, and internal cross-functional resources.
* Strong consulting skills and proven results working as a trusted advisor to drive business value for customers.
* Strong executive communication and presence skills to drive effective and influencing conversations at the executive level; facilitate difficult discussions and adept at handling objections bringing multiple internal resources and customers to common understanding and agreement.
* Good understanding of enterprise architecture principles strongly preferred.
* Ability to quickly grasp and distinctly explain technological and business concepts.
Location:
* This role will be based in Mexico (Zapopan/Guadalajara).
* Flexibility to work from home or travel across the region when required (assume max 25% travel – potentially needing travel on very short notice).
About Us:
At Oracle, we're committed to helping our customers achieve their business goals through our cloud solutions. We're a world leader in cloud solutions, using tomorrow's technology to tackle today's problems. We're committed to expanding our inclusive workforce that promotes diverse insights and perspectives. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first with flexible medical, life insurance, and retirement options. We also encourage employees to give back to their communities through our volunteer programs.
We're 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.
Oracle is a United States Affirmative Action Employer.
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