[Remote] Director, Sales

Note: The job is a remote job and is open to candidates in USA. Rimini Street, Inc. is a global provider of enterprise software support and innovative AI ERP solutions. The Director of Sales will lead a team of Account Executives to achieve aggressive sales goals and expand the company's market presence.

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

Skills

• Bachelor's degree or equivalent (depending on geography) from accredited institution
• 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
• Sales compensation plans and models
• Cold-calling, lead prospecting and development
• Strong team management skills, including coaching, mentoring, goal-setting, performance tracking, evaluation and remediation
• 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

Benefits

• Medical, Dental, and Vision insurance
• Disability insurance
• Paid Parental Leave
• 401(k) program
• Generous Paid time off (PTO)
• Bonuses

Company Overview