Senior Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Achieve or surpass quarterly and yearly sales targets

• Secure new business with prospective clients

• Provide precise forecasts to Sales Management and Regional General Managers

• Collaborate effectively with Sales Engineers, Delivery, Operations, Legal, Marketing, and Finance throughout the sales process

• Work alongside the regional go-to-market team to penetrate new markets and launch new offerings

• Generate awareness and interest in Rimini Street's products and services

• Cultivate sales-qualified leads through prospecting, following up on leads, networking, and working closely with lead generation

• Engage in discussions with prospects to comprehend their objectives, challenges, and requirements

• Steer prospects’ strategic vision and enhance their understanding of Rimini Street solutions

• Develop or tailor sales presentations, messaging, positioning statements, and sales materials

• Employ social and digital selling techniques to optimize opportunities

• Utilize LinkedIn, LinkedIn Sales Navigator, or similar tools for outreach in designated territories

• Maintain and track activities within Salesforce CRM

• Leverage Clari or similar platforms to manage and report on opportunities

• Increase sales of new and emerging services within the existing client base

• Broaden the utilization of current solutions among existing clients and sell complementary AMS, managed services, and professional services

• Support the Renewals Sales Team with client renewals as needed

• Report to a Director of Sales within one of Rimini Street’s regions

• Travel throughout the region to connect with prospects and clients

⛳️ Requirements

• Over 10 years of experience in enterprise technology sales, consistently meeting or exceeding sales targets

• At least 5 years of experience selling maintenance and support solutions against perpetual licenses and/or hardware, along with high-value technology solutions

• Proven success as a self-motivated and strategic hunter of new business

• Expertise in managing the full sales cycle, including prospecting, pipeline development, multi-threading deals, negotiating, and closing complex enterprise sales

• Experience engaging with technical buyers and C-level executives

• Demonstrated ability to secure new business and expand existing accounts through strategic upselling and cross-selling

• Proven history of closing multi-million-dollar deals and navigating complex procurement processes

• Capability to collaborate across functions with Marketing, Customer Success, Solutions Engineering, and Legal

• Familiarity with Salesforce CRM and sales forecasting

• In-depth knowledge of solution selling and team selling methodologies

• Established enterprise sales experience engaging with C-level, IT, Procurement, Legal, Finance, and line-of-business stakeholders

• Proficient in building and growing territories through direct prospecting, pipeline generation, cold calling, events, social media, and personal networks

• Ability to manage multiple complex deals at the same time

• Extensive experience in enterprise software or services industries

• Bachelor’s degree or equivalent experience required

• Master’s degree or MBA is preferable

• Availability in the Eastern Time zone

• Willingness to travel occasionally, with expectations of 25%–35% travel

• Industry knowledge of Oracle, SAP, VMware ERP ecosystems, software support models, and service contract renewals is advantageous

• Prior successful sales experience with Spinnaker, Support Revolution, or Origina is a plus

🏝️ Benefits

• Medical, Dental, and Vision insurance

• Disability insurance

• Paid Parental Leave

• 401(k) program

• Generous Paid Time Off (PTO)

• Commission opportunities

• Bonuses

• Comprehensive compensation and benefits package