Partner Channel Director - Dell

Rimini Street

1d•Remote

About The Position

Rimini Street, Inc. (Nasdaq: RMNI), a Russell 2000® Company, is a proven, trusted global provider of end-to-end, mission-critical enterprise software support, managed services and innovative Agentic AI ERP solutions, and is 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. We are actively seeking a Partner Channel Director - Dell. This position reports directly to the VP, Strategic Alliances, Global Partners. The Partner Channel Director - Dell will be based in the US and may work from a remote office, location within commuting distance of one of our Regional hubs is desirable, or near a major city as extensive travel expected across the region will be required. Position Summary We are seeking an experienced and highly collaborative Partner Channel Director to strengthen and accelerate our strategic alliance with Dell. This role is responsible for driving joint pipeline growth, deepening executive alignment, and enabling field teams to maximize revenue opportunities across our joint portfolio. The ideal candidate brings strong partner management expertise, GTM strategy acumen, and a proven ability to work cross‑functionally to deliver scalable, repeatable partner-sourced growth.

Requirements

10+ years in partner/channel management, enterprise sales, or alliances—preferably with or around Dell or similar OEM/ISV ecosystems.
Strong understanding of enterprise IT, cloud, infrastructure, and solution selling motions.
Proven track record driving partner‑sourced or partner‑influenced revenue growth.
Ability to influence and communicate effectively at the C‑suite and field levels.
Experience developing joint GTM plans, co‑sell programs, and integrated industry solutions.
High business acumen, strong analytical skills, and ability to manage multiple cross-functional initiatives.
Bachelor’s degree or equivalent, MBA preferred

Responsibilities

Serve as the primary liaison for all aspects of the Dell partnership, strengthening alignment across sales, alliances, product, solution engineering, and marketing teams.
Develop and execute a joint business plan with Dell leadership, focusing on pipeline acceleration, co‑selling motions, and targeted industry plays.
Build strategic executive relationships to establish trust and elevate our joint value proposition across enterprise accounts.
Accelerate deal closure by aligning Dell and internal sales teams, increasing co‑sell engagement and driving measurable revenue outcomes.
Grow partner‑sourced pipeline through targeted enablement, territory planning, and proactive opportunity identification.
Deliver consistent YoY growth through scalable execution of field motions, solution alignment, and account-level collaboration.
Lead Dell-focused enablement sessions for internal sellers and solution teams, highlighting win strategies, value propositions, and co‑sell pathways.
Translate partnership strategy into actionable field guidance, campaigns, and playbooks that drive seller adoption and expansion.
Collaborate with Dell marketing teams to execute joint demand-generation initiatives and multi-solution campaigns.
Coordinate across sales, marketing, product, and executive teams to co‑create integrated solutions and industry offerings aligned with Dell’s portfolio.
Partner internally with revenue leadership to influence product roadmaps, positioning, and resource allocation based on joint market insights.
Ensure smooth execution of joint activities by managing day‑to‑day operations across partner teams.
Monitor joint pipeline, forecast partner‑influenced revenue, and report performance insights to senior leadership.
Identify risk areas and build proactive plans to maintain momentum across co‑selling and co‑marketing activities.
Measure impact of partner motions, including conversions, velocity, and program effectiveness.