Senior Sales Specialist, Cloud Renewals and Expansions at Oracle

Job description

We are seeking an experienced Oracle enterprise seller to own the commercial lifecycle of an assigned portfolio of cloud customers in the financial services and insurance industry vertical. This role combines renewal leadership, complex negotiations, executive customer engagement, and expansion across Oracle Cloud Infrastructure, AI Data Platform, Cloud@Customer, and multicloud offerings. Success requires exceptional commercial judgment and the independence to develop deal strategy, navigate Oracle’s approval processes, and lead challenging customer conversations through resolution. You will balance revenue protection and growth with respect for customers’ long-term investments in Oracle. This is a fast-paced, commercially intense environment requiring strong adaptability and decisive execution. You must absorb changing guidance quickly, assess its implications for active opportunities, and put new approaches into practice. The strongest candidates think clearly under pressure, adjust their strategy as circumstances change, and maintain momentum through ambiguity. Candidates should demonstrate personal ownership of complex Oracle transactions, credibility with executive and technical stakeholders, and consistent discipline in forecasting and opportunity management. Experience with Cloud@Customer extensions and nonstandard commercial negotiations is particularly valuable. • Own renewal and expansion strategy for an assigned cloud portfolio, from early customer discovery through negotiation, approvals, signature, and booking. • Establish customer engagement beginning 12 months before renewal, or immediately upon assignment within that window. Understand consumption, business objectives, stakeholders, and buying processes. • Independently lead complex Cloud@Customer extension requests, including fifth- and sixth-year requests. Establish the contractual and commercial facts, validate product and technical constraints, assess alternatives, and obtain required approvals. • Exercise exceptional commercial judgment in pricing, negotiation, and exception requests. Evaluate economics, risk, precedent, and customer implications before recommending a position. • Rapidly translate changes in commercial guidance, offerings, and business priorities into account plans and customer strategies. Resolve ambiguity with the appropriate owners and execute promptly. • Lead dynamic, challenging conversations with executives, procurement, and technical stakeholders. Respond effectively to objections and changing demands while communicating accurately and preserving trust. • Develop qualified OCI, Data Platform, and multicloud expansion opportunities with account teams, grounded in customer needs and adoption readiness. • Coordinate sales, technical, product, and commercial stakeholders to resolve obstacles. Escalate with a concise assessment, viable alternatives, a recommendation, and a specific request for support. • Maintain current opportunity records, documented customer engagement, clear actions to close, and credible forecasts. Surface material changes and risks promptly. Disclaimer: Certain U.S. based or U.S. customer or client-facing roles may be required to comply with applicable requirements, such as immunization/occupational health mandates, and/or drug testing requirements. Range and benefit information provided in this posting are specific to the stated locations only US: Hiring Range in USD from: $110,000 to $194,400 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 45/55. Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. Oracle US offers a comprehensive benefits package which includes the following: 1. Medical, dental, and vision insurance, including expert medical opinion 2. Short term disability and long term disability 3. Life insurance and AD&D 4. Supplemental life insurance (Employee/Spouse/Child) 5. Health care and dependent care Flexible Spending Accounts 6. Pre-tax commuter and parking benefits 7. 401(k) Savings and Investment Plan with company match 8. Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation. 9. 11 paid holidays 10. Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours. 11. Paid parental leave 12. Adoption assistance 13. Employee Stock Purchase Plan 14. Financial planning and group legal 15. Voluntary benefits including auto, homeowner and pet insurance The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted. As part of Oracle's onboarding process and consistent with applicable law, US-based employees are required to complete identity verification, which involves the collection and processing of their biometric information. Accommodations to this requirement may be granted following an individualized assessment. Lead complex cloud renewals and expansion across Oracle’s enterprise installed base for the financial services and insurance vertical. Bring exceptional commercial judgment, proven Oracle deal-making experience, and the agility to execute quickly as customer needs, commercial requirements, and business priorities evolve.

Requirements

Must-haves

Own renewal and expansion strategy for an assigned cloud portfolio, from early customer discovery through negotiation, approvals, signature, and booking.
Establish customer engagement beginning 12 months before renewal, or immediately upon assignment within that window. Understand consumption, business objectives, stakeholders, and buying processes.
Exercise exceptional commercial judgment in pricing, negotiation, and exception requests. Evaluate economics, risk, precedent, and customer implications before recommending a position.
Rapidly translate changes in commercial guidance, offerings, and business priorities into account plans and customer strategies. Resolve ambiguity with the appropriate owners and execute promptly.
Lead dynamic, challenging conversations with executives, procurement, and technical stakeholders. Respond effectively to objections and changing demands while communicating accurately and preserving trust.
Develop qualified OCI, Data Platform, and multicloud expansion opportunities with account teams, grounded in customer needs and adoption readiness.
Coordinate sales, technical, product, and commercial stakeholders to resolve obstacles. Escalate with a concise assessment, viable alternatives, a recommendation, and a specific request for support.
Maintain current opportunity records, documented customer engagement, clear actions to close, and credible forecasts. Surface material changes and risks promptly.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: oracle-cloud
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Paid Time Off

Parental Leave