Overview
About Rimini Street, Inc. (Nasdaq: RMNI), a Russell 2000 Company, is a global provider of end-to-end, mission-critical enterprise software support, managed services and Agentic AI ERP solutions. Rimini Street is the leading third-party support provider for Oracle, SAP and VMware software.
The company offers a comprehensive portfolio of unified solutions to help run, manage, support, customize, configure, connect, protect, monitor, and optimize enterprise application, database and technology software. Our clients benefit from better business outcomes, reduced costs, and freed resources for strategic initiatives. Rimini Street has signed thousands of contracts with Fortune Global 100, Fortune 500, midmarket, public sector and government organizations.
We are seeking an experienced Sr. Account Executive to be based in Australia to sell our service offerings. The role reports to the VP, Sales & Marketing, ANZ.
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) to drive sales of our technology service offerings.
The ideal candidate will have 10+ years of experience selling technology solutions to large enterprise customers, including software Support, Application Management Services (AMS), other Managed Services and Professional Services. SAEs should leverage a successful core offering 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 quotas. A passion for winning and the ability to pursue the market opportunity is essential.
Essential Duties & Responsibilities
* Consistently Meet or Exceed Sales Quota
o Consistently meet or exceed quarterly and annual sales quotas.
o Win deals with new logos.
o Provide accurate forecasts to enable management to meet goals and plan operations and expenses.
o Drive the sales process by collaborating with Sales Engineers, Delivery, Operations, Legal, Marketing, Finance to close deals.
o Collaborate with the go-to-market team in the Region (marketing, pre-sales, onboarding, post-sales client success) to meet strategic goals, including entering new markets and introducing new offerings.
* Build Pipeline, Develop and Advance Sales Opportunities
o Create awareness and demand for Rimini Street products and services with field marketing support and prospecting.
o Develop sales-qualified leads via direct prospecting, lead follow-up, networking, and collaboration with the lead generation team.
o Engage prospects to understand goals, problems, and needs.
o Contribute to prospects' strategic vision and explain how Rimini Street's solutions address their business needs.
o Create or customize compelling sales collateral using company assets.
o Use social and digital selling strategies to maximize opportunities.
o Proficiently use LinkedIn, LinkedIn Sales Navigator or similar tools; update and track activities in Salesforce; leverage Clari or similar tools for opportunity management.
* Sell Our Portfolio of Services, Grow Business with Existing Clients
o Leverage core offerings and installed base to sell new and emerging services.
o Grow with existing clients by expanding current solutions and selling ancillary services (AMS, other Managed Services, Professional Services).
o Assist Renewals Sales Team with client renewals when required.
Experience, Professional Experience and Qualifications
* 10+ years of experience in exceeding targets in enterprise technology sales.
* Proven self-starter and strategic hunter of new logos, uncovering customer pain points and selling high-value solutions.
* 5+ years selling maintenance, support solutions against perpetual licenses and/or HW and high-value technology solutions (Support, Managed Services, Professional Services, ERP).
* Experience selling to technical buyers and C-level executives; ability to establish and drive executive sponsorship.
* Track record of winning new logos and expanding existing accounts via upsell and cross-sell (geo dependent).
* Ability to work cross-functionally with internal teams (Marketing, Customer Success, Solutions Engineering, Legal).
* Industry expertise in Oracle, SAP, VMware ERP ecosystems, software support models and renewals of service contracts is a plus.
Qualifications and Skills
* Sales expertise with knowledge of sales fundamentals and methodologies (including solution selling and team selling). Experience with Salesforce CRM & forecasting.
* Enterprise sales experience across stakeholders, including C-level executives, IT, Procurement, Legal, Finance, and line-of-business leaders.
* Strategic prospecting and territory growth: direct prospecting, pipeline generation, and consultative engagement.
* Deal management: manage multiple deals of varying complexity with effective time/resource allocation.
* Customer-centric, with a consultative and growth sales mindset.
* Business acumen in enterprise software or services, ideally in profitable growth companies.
* Negotiation and relationship management to earn trust and drive growth.
* Results-driven, persistent, able to introduce disruptive solutions.
* Organizational and reporting skills to track opportunities through the sales cycle.
* Exceptional communication and presentation skills; ability to influence and drive action.
* Adaptability and growth mindset; comfortable in fast-paced environments.
* Hands-on, proactive problem-solver with resilience.
Education
Bachelor's degree or equivalent experience required; Master's or MBA desirable.
Location
Remote – Australia
Travel
25% - 35%
Why Rimini Street?
We are seeking talented, passionate people to help us build our future. We hire top professionals and offer compensation, bonuses, and benefits. This is a fast-paced environment where you can make a true impact as part of a team of extraordinary professionals. Our work is challenging and meaningful, guided by our core values, the Four Cs:
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, with unmatched client care.
* Community: We believe in leaving the world a better place via Rimini Street Foundation; six continents, over 425 charities.
Accelerating Company Growth
* Nasdaq-listed under ticker RMNI since October 2017
* Over 6,300+ signed contracts to date, including Fortune 500 and Global 100
* Over 2,000 team members in 23 countries
* Recognition for industry leadership and philanthropic efforts; see awards 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 Rimini Street, 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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