Sr. Account Executive

Rimini Street

1d•$120,000 - $180,000•Remote

About The Position

Rimini Street, Inc. is seeking an experienced Sr. Account Executive (SAE) to drive sales of its technology service offerings. The role reports to a Director of Sales and may involve remote work, though proximity to a regional hub is desirable. Periodic travel (25-35%) is expected. The company aims to scale to $1B/year in revenue, and the SAE will play a crucial role in achieving this goal by selling Rimini Street's portfolio of technology services, including software support, Application Management Services (AMS), other Managed Services, and Professional Services. The ideal candidate will have a strong sales background, an entrepreneurial spirit, and a proven ability to meet or exceed sales quotas.

Requirements

10+ years of experience in exceeding monthly, quarterly and annual sales targets in enterprise technology sales
Proven track record as a self-starter and strategic hunter of new logos, uncovering customer pain points and selling high value solutions.
5+ years experience in selling maintenance, support solutions against perpetual licenses &/or HW and high-value technology solutions (Support, Managed Services, Professional Services, ERP).
Sold successfully for Spinnaker, Support Revolution, Origina.
Expert in full sales cycle management - prospecting, quality pipeline creation, multi-threading deals, negotiating and closing large complex enterprise sales.
Experience selling to technical buyers and C-level executives, establishing, and driving executive sponsorship.
Demonstrated ability to win both new logos and expanding existing accounts via strategic upsell and cross-sell (geo dependent)
Track record of securing and closing multi-million-dollar deals, navigating complex procurement processes
Ability to work cross-functionally with internal teams (Marketing, Customer Success, Solutions engineering, Legal)
Sales Expertise: Deep understanding of sales fundamentals, methodologies (including solution selling and team selling). Experience with Salesforce CRM & forecasting.
Enterprise Sales Experience: Proven ability to engage and sell to a range of stakeholders, C-level executives, IT, Procurement, Legal, Finance, and line-of-business leaders.
Strategic Prospecting & Territory Growth: Track record of building and expanding a territory through direct prospecting, pipeline generation, and consultative engagement. (cold calling, events, social media, personal network)
Deal Management: Ability to manage multiple deals of varying complexity simultaneously while effectively allocating time and resources to drive optimal outcomes.
Customer-Centric Approach: Passion for helping prospects and customers solve business challenges, with a consultative and growth sales mindset
Business Acumen: Extensive experience in enterprise software or services businesses, ideally within companies in profitable growth mode.
Negotiation & Relationship Management: Strong relationship-building skills to earn customer trust, secure references, and leverage networks for growth.
Results-Driven Mindset: Determined, persistent, and capable of introducing disruptive solutions to challenge the status quo and drive new approaches.
Organizational & Reporting Skills: Ability to plan, track, and report on opportunities throughout the sales cycle, ensuring structured execution.
Exceptional Communication: Strong verbal, written, and presentation skills, with the ability to influence and drive action.
Adaptability & Growth Mindset: Willingness to embrace change and excel in a fast-paced, evolving environment.
Hands-On Approach: A proactive, problem-solving attitude with the grit and resilience to navigate challenges and get things done.

Nice To Haves

Industry expertise in Oracle, SAP, VMWare ERP eco-systems, software support models and renewals of service contracts is a plus.

Responsibilities

Consistently meet or exceed quarterly and annual sales quotas.
Win deals with new logos.
Provide accurate forecasts that allow Sales Management and Regional GMs to deliver on commitments to goals and appropriately plan business operations and expenses.
Drive the sales process by working collaboratively with functional peers (Sales Engineers, Delivery, Operations, Legal, Marketing, Finance) to successfully close deals.
Work collaboratively with the entire go-to-market team in the Region (marketing, pre-sales, onboarding, and post-sales client success managers) to meet the company’s strategic goals, including entering new markets and introducing new offerings.
Create awareness and demand for Rimini Street products and services by developing your territory with the support of field marketing and your own outreach.
Develop sales-qualified leads by identifying opportunities through direct prospecting, lead follow-up, networking, and collaboration with the lead generation team.
Establish a dialogue with prospects to understand their goals, problems, and needs.
Contribute to and guide prospects’ strategic vision, and their understanding of how Rimini Street’s solutions address their business needs.
Use company-provided assets to create or customize compelling sales presentations, messages, positioning statements, and other sales collateral.
Use current Social and Digital selling strategies to maximize opportunities via Social Networking platforms.
Be an expert in LinkedIn, LinkedIn Sales Navigator or similar tools to develop outreach in your territory.
Update and track all activities in our Salesforce CRM tool.
Leverage Clari or similar sales efficiency tools to help manage and report on your opportunities.
Leverage successful core offerings and an existing installed base to grow sales of new and emerging services in a multi-offering portfolio.
Grow business with existing clients by expanding footprint of current solutions (often Support), and selling complimentary solutions (AMS, other Managed Services), and Professional Services.
Assist the Renewals Sales Team with client Renewals when required.