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. In 2005, Rimini Street reinvented enterprise software support to deliver a better support experience and drive significant savings on total maintenance costs. Today, the Company delivers superior service experiences, at scale, centered on client success to enable enterprise software licensees to extract more value from their enterprise software investments, invest in innovation, create competitive advantage and enable growth. Over 5,500 global Fortune 500, midmarket, public sector and other organizations from a broad range of industries have leveraged Rimini Street as their trusted provider for support and managed service solutions.
We are actively seeking a Director, Sales to cover our West Region. Travel plays a part in this role. We expect the Director to travel as needed (about 25%) for sales opportunities.
Position Summary
Rimini Street is expanding its sales force to enable it to accelerate its growth and extend its leadership position in the independent software support market. The Director, Sales, leading a team of 5-8 Account Executives, will be responsible for helping exceed Rimini Street’s aggressive sales goals in the Region. The Director will hire, train and lead this sales team as part of Rimini Street’s continued expansion. Rimini Street has been very successful across the globe, consistently delivering 30%+ annual growth.
The ideal candidate will have a track record of success in opening new markets, building a pipeline, closing business, and leading a sales team. This successful track record will have been forged in high-growth enterprise software or software-related services businesses with annual revenues of at least $100 million. Candidates should be charismatic executives, possess an entrepreneurial spirit and have experience “hunting” and closing new accounts. The ideal candidate will have a history of sales excellence in managing or influencing teams that consistently exceed quota. Other important considerations include experience selling ERP software such as SAP and Oracle or selling complimentary application solutions into the SAP and Oracle customer base. The candidate should therefore have a good knowledge of the SAP and/or Oracle market and have an established network in that market.
This is a quota carrying position.
Essential Duties & Responsibilities
- Support the VP of Sale by growing, mentoring, and leading a subset of the region’s Sales Team
- Hire, onboard, train/develop, and manage a team (5-8 individual contributors) of successful sales account executives that consistently over achieve their monthly, quarterly, and annual revenue targets
- Ensure the success of direct reports, from the time of hire, working closely with corporate support functions to supplement and support their direct efforts.
- Develop and execute against a plan to exceed quota targets every quarter
- Guide prospects to the Rimini Street solution through a Solution Selling approach
- Collaborate with Leadership Team in setting sales strategy and growth objectives
- Prepare and provide weekly forecasts to the South/SW Region VP, Sales
- Day to day collaboration with the marketing teams to drive a coordinated Go-To-Market approach across marketing and sales resources
- Represent and present Rimini Street at Regional CIO and Analyst conferences
- Ensure that sales activities are updated, current and tracked in Salesforce.com
Detailed Review of Duties & Responsibilities
Role Success
Director, Sales success is defined as:
- Maintaining a fully staffed and trained team of AEs, hitting 100% of their individual targets on a monthly, quarterly, and annual basis
- Ramping new hires to productivity within 6 months of their hire date
- Coaching existing team to ensure continued growth
- Mentoring and maturing AEs in prep for leadership roles
- Meeting and exceeding monthly, quarterly, and annual revenue targets
- Maturing and expanding accounts within their territory to create longer-term, higher-margin, opportunities for RSI that capitalize on the full breadth and depth of all RSI offerings
Recruiting/Hiring
- Maintain a pipeline of qualified candidates to quickly fill available positions on their team, pursuant to known gaps in territory coverage, existing AE challenges and potential terminations, general attrition, and territory growth.
- Work with HR and leadership to consistently communicate resourcing needs/challenges, to ensure that there is no delay in hiring/onboarding new and/or backfill resources as the needs are identified and positions are approved
Onboarding
- Actively manage the onboarding process of each resource
- Work closely with corporate support functions (HR, Benefits, IT, Legal, Enablement) to quickly and efficiently onboard new resources and ensure they have the defined training, tools, hardware, strategy/plan, and training necessary to be successful
- Maintain a daily cadence with the new resource to ensure an expedited and efficient onboarding process.
- Act as the first line of defense for questions/needs related to onboarding, and assist with connecting the resource to the right corporate function to provide immediate resolution to any onboarding issue
- Define target accounts and work directly with the AE to prepare account penetration and expansion plans, within 3 months of the AE being hired
Training/Development
- Work closely with corporate functions (Enablement, Marketing, Sales Ops) to define, implement, deliver, and track a tailored training and individual development program for each AE, ensuring the AE is fully prepared and equipped to be successful in their role
- Mentor, shadow, track/audit, and adjust accordingly, the progress of the training and development, to ensure each AE is on target to be fully ramped and closing their first opportunity within 6 months of being hired
- Participate in no fewer than 5 customer meetings with the new AE, within 3 months of their hire date
- Inspect, test, and ensure mastery of the below general topics (and others, as needed), within 3 months of the hire date
Managing
- Director, Sales will be responsible for managing, modifying, and growing their business and team through a series of daily, weekly, monthly, quarterly, and annual activities and duties.
Other Responsibilities
- Reinforce and extend the unique and strong Rimini Street culture.
- Contribute to best practices across the NAMER Sales Theater
Education
- Bachelor's degree or equivalent (depending on geography) from accredited institution
Location
Experience
- 10+ years’ experience selling enterprise software and services and "building new markets or businesses" either in start-up environments or working for international enterprise software companies.
- 5+ years in a sales leadership or equivalent role with a proven track record of team building to drive strong sales results against target plans. Prefer experience overseeing high growth software or software-related services businesses.
- Rimini Street is a Team selling environment. Should have proven experience in team-selling, as over 50% of this role will entail selling with direct reports and helping them develop, manage and close sales deals.
- Proven experience in opening new accounts, which includes cold-calling and lead prospecting and development.
- Aptitude and experience to manage a team of quota bearing high-volume sales reps across multiple regional locations. Specifically, sales management experience in the corporate market and Enterprise markets with focus selling to Enterprises larger than $1B in annual revenues.
Skills
- Strong understanding of sales management fundamentals and understanding sales methodologies including solution selling, team selling, the Salesforce.com application and sales motivations
- Sales compensation plans and models
- Cold-calling, lead prospecting and development
- Strong team management skills, including coaching, mentoring, goal-setting, performance tracking, evaluation and remediation
Desired Qualifications
- Enjoy working within a rapidly changing, fast moving organization with “startup” energy
- Demonstrated success building / reinforcing a unique and creative office culture that is team oriented and collaborative
- Strong time management and organizational skills
Why Rimini Street?
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 5,500 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.
