Director, Sales

Rimini Street

12d•Remote

About The Position

Rimini Street, Inc. (Nasdaq: RMNI), a Russell 2000® Company, is a global provider of end-to-end enterprise software support, management and innovation solutions and the leading third-party support provider for Oracle, SAP and VMware software. Our comprehensive portfolio of unified solutions help run, manage, support, customize, configure, connect, protect, monitor, and optimize enterprise application, database and technology software, enabling our clients to achieve better business outcomes, significantly reduce costs and reallocate resources towards strategic projects. The Company has signed thousands of contracts with Fortune Global 100, Fortune 500, midmarket, public sector and government organizations who selected Rimini Street as their trusted, proven mission-critical enterprise software solutions provider and achieved better operational outcomes, realized billions of US dollars in savings and funded AI and other innovation investments. To learn more, please visit www.riministreet.com, and connect with Rimini Street on X, Facebook, Instagram, and LinkedIn. We are actively seeking a Director, Sales to cover our East Coast territory. The role will report directly to the VP, Sales. 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.

Requirements

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.
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

Nice To Haves

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

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