Details
About Company
Rimini Street, Inc. (Nasdaq: RMNI) is a global provider of enterprise software products and services, the leading third-party support provider for Oracle and SAP software products and a Salesforce partner. The Company offers premium, ultra-responsive and integrated application management and support services that enable enterprise software licensees to save significant costs, free up resources for innovation and achieve better business outcomes. To date, more than 4,000 Fortune 500, Fortune Global 100, midmarket, public sector, and other organizations from a broad range of industries have relied on Rimini Street as their trusted application enterprise software products and services provider.
The company is widely recognized by clients, leading industry analysts (including Gartner, Forrester, Constellation Research and Nucleus), and financial analysts as the leader in a large, fast growing market with tremendous upside and an extremely strong value proposition that resonates with CIOs and CFOs.
We’re building something special at Rimini Street. A company where people care about each other and trust each other to do the right thing. A company where highly intelligent and talented people come together to do challenging and meaningful work that makes a real difference to our clients, ending each day with a sense of achievement and balance in their lives.
Position Summary
We are seeking an experienced Strategic Client Success Account Management Director. This is an individual contributor who will be responsible for managing and expanding the partnership with our largest clients. The right candidate will have an entrepreneurial spirit, a proven track record of Client Management or Business Development & Executive Relationships excellence with the ability to provide solutions and guidance to meet business objectives and taking business to the next level. You must have a passion for clients. We need someone that can be very hands-on, do whatever it takes to deliver value, develop relationships, and be a strategic thinker with the ability to create long-term relationships with our clients
As a Strategic Client Success Account Management Director, you’ll be an individual contributor who is managing a portfolio of named clients – driving client lifecycle – leading with excellence and strategic though leadership to maintain and develop our partnership through cross-selling across our portfolio.
Essential Duties and Responsibilities
· Focus on Executive Relationships & Business Development through strategic though Leadership
· Deliver and communicate ROI to clients Executives throughout the client lifecycle
· Build C-level and executive relationships, establishing trusted advisor status
· Drive growth, value, retention, and partnerships for our important clients to ensure active engagement and full recognition of ROI
· Create awareness and demand for Rimini Street products and services
· Identify, cultivate, and engage on cross-sell opportunities within your portfolio for services and/or strategic solutions
· Develop key account plans including retention strategies, cross-sell opportunities, power maps, client advocacy
· Meet/Exceed quarterly quota targets (renewals/cross-sell/advocacy)
· Ensure client retention through actively driving retention strategy, retention content including ROI models and proposals, and assisting with retention sales execution
· Provide ongoing proactive client management through executive business reviews, client onsite visits, executive relationships, and overall client communications
· Build and foster our Client Champion Community. Secure client sales and marketing advocates, ensuring client referenceability and driving client participation in select client marketing programs, events, interviews, etc.
· Implement and utilize current Social and Digital selling strategies to maximize opportunities via Social Networking platforms
· Quarterback the team and coordinate across executive leadership, sales, service delivery, marketing, etc.
Additional Duties & Responsibilities
· Monitor client consumption of Rimini Street services with the support of standard dashboards
· Identify cross-sell opportunities and develop a strategic plan with the objective to address key decision makers
· Maintain up-to-date client information in Salesforce.com and other systems
· Provide detailed and timely status reporting to all management as requested
· Assure client communications and escalations are performed on time, sufficiently and accurately
Location
· Remote – open to west of TX to CA
Experience
· 20+ years’ experience Consultative Sales, Account Management, or Business
· Dedicated to specific industries
· Development with a proven track record on managing large organizations globally
· Experience dealing with CXO’s
· Experience in cross-selling – identifying opportunities through trusted advisor partnership with clients and ability to coordinate and lead cross-functional team to drive better results for cross-sell and retention, etc.
· Knowledge of the enterprise software industry
· Specific experience with Oracle and/or SAP preferable
· Experience in managing a portfolio of clients in specific industries
· Experience in renewing and/or negotiating client support contracts
· Experience in working with complex, multi-divisional, multi-geographical clients
· Experience working with cross-functional teams (e.g., Sales, Renewals, Marketing, Services, etc.)
Skills
· Impressive executive presence and communication abilities
· Demonstrated ability in identifying and developing new business in your clients’ portfolio
· Exceptional leadership, time management, facilitation, and organizational skills
· Bias for action
· Passion for technology and for being a part of a fast-growing technology company
· Proven analytical and problem-solving abilities
· Proven experience with Social and Digital selling techniques
· Ability to create structure and prioritize tasks to best manage different situations
· Strong documentation skills MS Office Suite (Word, Visio, Excel, and PowerPoint); Salesforce CRM, Smartsheet, etc.