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Rimini Street · 1 day ago

Director, Sales

Texas, United States

Full-time

Onsite

Director/Executive

$140K/yr - $150K/yr

10+ years exp

Rimini Street, Inc. is a leading global provider of enterprise software support and managed services. The Director of Sales will lead a team of Account Executives, focusing on exceeding sales goals and expanding the company's market presence in the independent software support market.

EnterpriseEnterprise SoftwareInformation TechnologySoftware

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

Maintain a fully staffed and trained team of AEs, hitting 100% of their individual targets on a monthly, quarterly, and annual basis

Ramping new hires to productivity within 6 months of their hire date

Coaching existing team to ensure continued growth

Mentoring and maturing AEs in prep for leadership roles

Meeting and exceeding monthly, quarterly, and annual revenue targets

Maturing and expanding accounts within their territory to create longer-term, higher-margin, opportunities for RSI that capitalize on the full breadth and depth of all RSI offerings

Maintain a pipeline of qualified candidates to quickly fill available positions on their team, pursuant to known gaps in territory coverage, existing AE challenges and potential terminations, general attrition, and territory growth

Work with HR and leadership to consistently communicate resourcing needs/challenges, to ensure that there is no delay in hiring/onboarding new and/or backfill resources as the needs are identified and positions are approved

Actively manage the onboarding process of each resource

Work closely with corporate support functions (HR, Benefits, IT, Legal, Enablement) to quickly and efficiently onboard new resources and ensure they have the defined training, tools, hardware, strategy/plan, and training necessary to be successful

Maintain a daily cadence with the new resource to ensure an expedited and efficient onboarding process

Act as the first line of defense for questions/needs related to onboarding, and assist with connecting the resource to the right corporate function to provide immediate resolution to any onboarding issue

Define target accounts and work directly with the AE to prepare account penetration and expansion plans, within 3 months of the AE being hired

Work closely with corporate functions (Enablement, Marketing, Sales Ops) to define, implement, deliver, and track a tailored training and individual development program for each AE, ensuring the AE is fully prepared and equipped to be successful in their role

Mentor, shadow, track/audit, and adjust accordingly, the progress of the training and development, to ensure each AE is on target to be fully ramped and closing their first opportunity within 6 months of being hired

Participate in no fewer than 5 customer meetings with the new AE, within 3 months of their hire date

Inspect, test, and ensure mastery of the below general topics (and others, as needed), within 3 months of the hire date

Director, Sales will be responsible for managing, modifying, and growing their business and team through a series of daily, weekly, monthly, quarterly, and annual activities and duties

Travel plays a part in this role. We expect the Director to travel as needed (about 25%) for sales opportunities

Reinforce and extend the unique and strong Rimini Street culture

Contribute to best practices across the NAMER Sales Theater

Qualification

Sales leadershipEnterprise software salesTeam managementSolution sellingSalesforce.comCold-callingCoachingMentoringTime managementOrganizational skills

Required

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

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

Strong understanding of sales management fundamentals and understanding sales methodologies including solution selling, team selling, the Salesforce.com application and sales motivations

Bachelor's degree or equivalent (depending on geography) from accredited institution

Preferred

Experience overseeing high growth software or software-related services businesses

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

Sales compensation plans and models

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