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Sr. Account Executive
Sr. Account ExecutiveRimini Street • Baltimore, MD, US
Sr. Account Executive

Sr. Account Executive

Rimini Street • Baltimore, MD, US
[job_card.30_days_ago]
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  • [job_card.full_time]
[job_card.job_description]

Sr. Account Executive (SAE) - Country Lead

Rimini Street, Inc. (Nasdaq : RMNI) is a global provider of enterprise software products and services, the leading third-party support provider for Oracle and SAP software products and a Salesforce partner. The Company offers premium, ultra-responsive and integrated application management and support services that enable enterprise software licensees to save significant costs, free up resources for innovation and achieve better business outcomes. More than 2,400 global Fortune 500, midmarket, public sector and other organizations from a broad range of industries rely on Rimini Street as their trusted application management and support services provider for enterprise software. The company is widely recognized by clients, leading industry analysts (including Gartner, Forrester, Constellation Research and Nucleus), and financial analysts as the leader in a large, fast growing market with tremendous upside and an extremely strong value proposition that resonates with CIOs and CFOs. Rimini Street views all employees as partners, and is committed to providing an exciting, participatory and team-oriented work environment. In addition to our very competitive compensation packages, be prepared for challenging professional growth and fun along the way in our work-hard, play-hard corporate environment. We are actively seeking an experienced Sr. Account Executive (SAE) Country Lead in Indonesia. The role will report directly to the GVP Regional GM 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 Sr. Account Executives (SAEs) Country Lead to drive sales of our world-class portfolio of technology service offerings.

The ideal candidate will have 10-15 years of 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.

    • Professional Experience and Qualifications

    Experience

  • 10+ years experience selling technology solutions and professional services to large enterprise customers.
  • 7+ years of experience leading, mentoring, and managing teams of Account Executives.
  • 5+ years of 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 market 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.

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

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