Sr. Account Executive - East, Public Sector

Welcome to Rimini Street!

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Rimini Street, Inc., is a fast-growing global leader delivering unified software support and services. We empower licensees of Oracle, SAP, IBM, Microsoft, Salesforce, and other cloud and locally hosted enterprise software to extract more value from their investments, advance innovation, create competitive advantage, and fuel growth.

With nearly 5000 clients served to date, we are the largest independent, full-stack ERP support and services company. Organizations who rely on our 24 / 7 / 365 support services range from progressive financial and manufacturing companies to mission-critical government agencies.

Our support quality and level of expertise consistently earn us best-in-class customer satisfaction ratings. Our people have earned Rimini Street multiple industry awards for exceptional work quality and customer service.

We are proud to be recognized around the world as a Great Place to Work and for community service efforts via the Rimini Street Foundation.

With more than 1,800 team members in 23 countries, we’re a global community guided by our purpose to provide equal access to technology.

Fueled by our core values : company, clients, colleagues, and community, we’re committed to creating a culture that nurtures and rewards a growth mindset in an environment where our people are encouraged to dream big and boldly shape the industry.

Job Description : Senior Account Executive (SAE)

We are actively seeking an experienced Senior Account Executive (SAE) . The role will report directly to a Director of Sales in one of our 8 Theatres and Regions around the world.

SAEs may work from a remote office; location within commuting distance of one of our Regional hubs is desirable. The role will require periodic travel as necessary (expected 25% - 35%) across the Theatre / Region to meet with prospects and clients.

Position Summary

Driven by the goal of scaling the company to $1B / year in revenue, we are expanding our team of Senior Account Executives (SAEs) to drive sales of our world-class portfolio of technology service offerings.

The ideal candidate will have 10+ years experience selling technology solutions to large enterprise customers, with experience selling a range of technology services including software Support, Application Management Services (AMS), other Managed Services and Professional Services.

Successful SAEs must have the ability to leverage successful core offerings and an existing installed base to grow sales of new and emerging services in a multi-offering portfolio.

The right candidate will have an entrepreneurial spirit and a proven track record of sales excellence, consistently meeting or exceeding sales quotas.

Strong candidates must have a passion for winning and the determination to relentlessly pursue the huge market opportunity available to Rimini Street.

Essential Duties & Responsibilities

Consistently Meet or Exceed Sales Quota

• Consistently meet or exceed quarterly and annual sales quotas.
• Win deals with new logos and cross-sell to existing clients.
• 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.

Build Pipeline, Develop and Advance Sales Opportunities

• 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.

Sell Our Portfolio of Services, Grow Business with Existing Clients

• 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.

Experience

Professional Experience and Qualifications

• 10+ years experience selling technology solutions to large enterprise customers.
• 5+ years experience selling a range of technology services including software Support, Managed Services and Professional Services.
• 2+ years experience selling Application Management Services (AMS).
• Track record of outstanding Sales achievement, consistently meeting or exceeding quota, growing client accounts, and making annual Sales or President’s Club.
• Experience winning both new logos and cross-selling to existing clients.
• Experience selling Services and Solutions for existing software products.
• Experience working with Sales teams in a team-selling model, on both new business and Renewals of service contracts.
• Experience in Oracle and / or SAP markets and ERP software ecosystems is desirable.

Qualifications And Skills

• Strong understanding of sales fundamentals and sales methodologies including solution selling, team selling and the Salesforce.com application.
• Highly evolved selling, relationship management and negotiation skills and the ability to interact with a range of prospect and customer roles from C-level executives, to IT, Procurement, Legal, Finance and line-of-business representatives.
• Ability to simultaneously manage multiple deals of different sizes and complexity and manage / allocate resources and time to achieve the best overall outcome.
• Customer-centric approach and a passion for helping prospects and customers address issues and focus on improving their core business.
• The passion and persistence to disrupt the status quo, introduce new technologies and drive alternative approaches to solving business challenges.
• The drive to find and nurture new opportunities and build out a territory, through direct sales prospecting and the ability to engage prospects with a consultative approach.
• The ability to build and maintain client relationships and earn their respect, so they can be called on for prospect references and marketing assistance.
• Business acumen developed through years of experience in Enterprise software and / or services businesses. Domain expertise working in and with software companies with revenue in excess of $1B / year.
• Strong organizational skills for territory and account planning, and to lead, track and report on opportunities as they progress through the sales cycle.
• Outstanding communications skills, written, verbal and in presentations.
• Willingness to embrace change and adapt in a rapidly evolving, fast-moving environment.
• Hands-on approach with the grit, determination and can-do attitude to take on whatever needs to be done.

Education

Bachelor’s degree or equivalent required, Master’s or MBA desirable.

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 on six continents for over 350 charities.

Accelerating Company Growth

• Founded in 2005
• Nasdaq-listed under ticker symbol RMNI since October 2017
• Over 4,900 signed clients, including 180 Fortune 500 and Global 100 companies
• Over 1,800 team members in 23 countries
• U.S. and international recognition for industry leadership and philanthropic efforts. See 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.

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