Director, Client Renewal Sales - North America

About Rimini Street, Inc.

Rimini Street, Inc. (Nasdaq: RMNI), a Russell 2000® Company, is a global provider of end-to-end enterprise software support, products and services, the leading third-party support provider for Oracle and SAP software and a Salesforce and AWS partner. The Company has operations globally and offers a comprehensive family of unified solutions to run, manage, support, customize, configure, connect, protect, monitor, and optimize enterprise application, database, and technology software, and enables clients to achieve better business outcomes, significantly reduce costs and reallocate resources for innovation. To date, over 5,500 Fortune 500, Fortune Global 100, midmarket, public sector, and other organizations from a broad range of industries have relied on Rimini Street as their trusted enterprise software solutions provider. To learn more, please visit riministreet.com, and connect with Rimini Street on Twitter, Instagram, Facebook and LinkedIn. (IR-RMNI)

We are actively seeking a Director, Client Renewal Sales – North America.

Position Summary

We are seeking a Director, Client Renewal Sales – North America reporting to the Vice President - Global Recurring Revenue Sales, to focus on the long-term retention of Rimini Street Clients.  In this senior role, the Director, Client Renewal Sales – North America will actively engage with clients at an executive level and manage the renewal process to attain the client retention target (quota) established by the Board Plan.    

The right candidate will have an entrepreneurial spirit, a proven track record of sales excellence at the executive level, and will partner closely with internal Rimini Street teams to articulate the Rimini Street support model and value proposition to clients. The candidate must be self-motivated, results driven, and have a passion for meeting sales challenges.  We need a strategic thinker with the ability to engage on the executive level to creatively diffuse objections, enforce contract provisions, and convey the long-term value of Rimini Street Services. 

Essential Duties & Responsibilities

• Provide leadership and guidance to the Regional Teams regarding renewal strategy and execution
• Meet or exceed retention target (quota) for the North America Region
• Partner with leadership of Global Client Engagement Team (Account Management)
• Serve as a Client-facing executive for Rimini Street (in addition to the Territory GM and Sales Director) to build C-Level and/or VP relationships with RSI clients in the North America Region, as requested
• Articulate and re-sell the long-term value of Rimini Street Support Model and value proposition in the context of objection handling, discount requests, and when involved in competitive situations
• Ensure compliance with Support Agreement provisions
• Up-sell Multi-Year Non-Cancel Renewals
• Manage renewal opportunities in the Company’s salesforce.com system and work with Sales Operations on reporting and forecasting to roll up into the global forecast
• Periodically meet with clients on site, and, when requested attend Client Marketing Events in the Theater to build and strengthen client relationships
• First Line for Negotiations and Escalations for Renewal Transactions
• Additional duties as may be assigned by Management

Education

• Bachelor’s degree required

Location 

• Remote (or possibly a local Rimini Street Office if applicable)

Experience

• Experience selling for major software vendors (e.g. SAP or Oracle) or competing against them in complex sales situations
• 10+ years sales experience within software and support/services marketplace
• Track record of achieving or exceeding sales targets
• Understanding of provisions and commercial terms in support agreements
• Experience with Pipeline Management

Skills

• Ability to present Rimini Street value proposition at an executive level to ensure positive. renewal outcomes with client, including walking clients through retention tools such as Savings Calculators, risk analyses, and others
• Ability to identify retention risks and leverage company resources to drive mitigation strategy
• Ability to harvest important information on future plans from conversations with clients
• Understanding of ORACLE and SAP software licensing considerations, issues and challenges
• Must be articulate and have strong writing skills.  Proven analytical and problem-solving abilities are also required
• Able to work in a dynamic environment and handle multiple critical priorities
• Must be motivated, goal oriented and able to work independently
• Ability to leverage supporting team of Global Client Engagement (GCE), Support Delivery, Legal, Marketing and others
• Ability to be flexible with dynamic client assignments and quota adjustments
• Experience with Microsoft Office and CRM systems, especially SalesForce.com

Additional Skills Desired

• Procurement/Sourcing Experience
• Managed Service/Professional Service Sales or Marketing Experience

Why Rimini Street?

Rimini Street Inc. is an affirmative action-equal opportunity employer and complies with all applicable Federal, State, and Local Laws regarding recruitment and hiring.

Qualified applicants are considered for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, citizenship status, disability, protected veteran status, or any other category protected by applicable Federal, State, or Local laws. Rimini Street Inc. offers a comprehensive compensation and benefits package to employees.

Compensation is based on role, location, and level of applicable experience. 

Rimini’s target pay for each position is available upon request during the applicant’s Interview process.

The general salary range for this type of role is 100k - 125k depending on skills and experience.

Benefits for US employees include:

• Medical, Dental, and Vision insurance
• Disability insurance
• Paid Parental Leave
• 401(k) program
• Generous Paid time off (PTO)

We are looking for talented, passionate people to help us build our future at Rimini Street. We hire only the best, the most extraordinary professionals and provide compensation, bonuses, and benefits to match the skills of our top-performing team members. Do you thrive in a fast-paced environment, enjoy growing together, and get excited about learning new skills? Are you looking for an opportunity to make a true impact as part of a team of extraordinary professionals? This is the place for you.

Our work is challenging and meaningful. We start and end each day with a sense of achievement and purpose guided by our core values, the Four Cs: 

• Company
  • We dream big and innovate boldly.  

• Colleagues
  • We work with extraordinary people who create a culture of mutual respect and collaboration. 

• Clients
  • We relentlessly pursue solutions that help clients achieve their goals. Our unmatched client care is rooted in our passion for exceptional service. 

• Community 
  • We believe in leaving the world a better place than we found it. With the Rimini Street Foundation, we’ve made positive impacts in six continents for over 425 charities.

Accelerating Company Growth

• Nasdaq-listed under ticker symbol RMNI since October 2017 
• Over 5,300 signed clients, including over 180 of the Fortune 500 and Global 100 companies
• Over 2,000 team members in 23 countries
• US and international recognition for industry leadership and philanthropic efforts. See all of our awards and recognitions here: https://www.riministreet.com/company/awards/ 

Rimini Street is committed to creating a diverse and inclusive environment and is proud to be an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, national origin, sexual orientation, gender or gender identity, disability, protected veteran status, or any other characteristic protected by law. 

To learn more about how Rimini Street is redefining the enterprise software support industry, visit http://www.riministreet.com 

Please Note: Rimini Street does not accept resumes submitted by recruiting/staffing firms unless specifically requested by Human Resources.  Unsolicited resumes will be ineligible for referral fees.