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 managed services, seeking an experienced Director of Sales to lead a sales team in the Southeast region. The role involves hiring, training, and managing a team of Account Executives to exceed sales goals and drive growth in the independent software support market.
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
- Candidates MUST reside in one of the following States; DC, MD, VA, NC, SC, GA or FL
- 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
- 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
- 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
- Rimini Street Inc. offers a comprehensive compensation and benefits package to employees.
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