Director, Sales Full Time

About the job
We currently have an exciting opportunity available to join us as Director, Sales-EMEA based remotely in the UK covering the UK, Benelux and Nordics regions.

Position Summary

You’ll be leading a team of Account Executives, and be responsible for helping exceed Rimini Street’s aggressive sales goals in the Region. You’ll hire, train and lead this sales team as part of our continued expansion. Rimini Street has been very successful across the globe, consistently delivering strong annual growth.

You’ll have a track record of success in opening new markets, building a pipeline, closing business, and leading a sales team. This successful track record will have been forged in high-growth enterprise software or software-related services businesses with annual revenues of at least $100 million. Candidates should be charismatic executives, possess an entrepreneurial spirit and have experience “hunting” and closing new accounts.

The ideal candidate will have a history of sales excellence in managing or influencing teams that consistently exceed quota. Other important considerations include experience selling enterprise software or complimentary application solutions; into the SAP and/or Oracle customer base for instance. Good appreciation of the SAP and/or Oracle market and an established network in that market would be advantageous, but not essential.

Essential Duties & Responsibilities

Supporting the VP Sales, EMEA by providing leadership and direction to the EMEA Sales Team.
Be responsible for developing a culture of high performance and ensuring the success of direct reports (Account Executives), from the time of hire, and work closely with corporate support functions to supplement and support their direct efforts
Develop and execute against a plan to exceed quota targets every quarter
Collaborate with Leadership Team in setting sales strategy and growth objectives
Day to day collaboration and working as one team with the marketing function to drive a coordinated Go-To-Market approach across marketing and sales resources
Hire top talent, on board, train/develop, and lead a team of successful sales account executives that consistently overachieve their monthly, quarterly, and annual revenue targets
Employ successful sales strategies to maximise sales opportunities and act as a player-coach to the team
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, that ensures the AE is fully prepared and equipped to be successful in their role
Represent and present Rimini Street at Regional CIO and Analyst conferences
Represent Rimini Street at C-Level and guide prospects to the Rimini Street solution through a Solution Selling approach
Management of quarterly business reviews, territory management reviews, annual forecasts and account plans, weekly forecast reviews to the VP, Sales EMEA
Drive sales performance and remain close to details of all sales metrics ensuring that sales activities are updated, current and tracked in Salesforce.com
Stay current on RSI trends, technologies, training, and content, key customer trends and market analysis.
Travel plays a part in this role. We expect the Director to travel as needed (about 30%) for sales opportunities
Reinforce and extend the unique and strong Rimini Street culture
Contribute to best practices across the EMEA Sales Theater

Location

Remote UK

Education

Bachelor’s degree or equivalent

Experience

Significant experience selling enterprise software and services and “building new markets or businesses” either in start-up environments or working for international enterprise software companies
Depth of experience in sales leadership or equivalent role with a proven track record of team building to drive strong sales results against target plans. Prefer experience overseeing high growth software or software-related services businesses
Experience selling into / supporting Account Executives selling into the UK and other EMEA regions such as Nordics and Benelux.
Rimini Street is a Team selling environment. You should have proven experience in team-selling, as this role will require you to spend at least 50% of your time selling with your team and helping them develop, manage and close sales deals
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 states. Specifically, sales management experience in the corporate market and Enterprise markets with focus selling to Enterprises larger than $1B in annual revenues

Skills

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
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
Strategic Orientation: Articulates a vision, mission and strategies that create commitment and enable others to act to achieve organizational objectives
Integrity: Demonstrates honest, consistent, reputable and ethical conduct and actions with positive outcomes for self and the company
Accountability: Takes ownership for team results, approaches challenges with calm and positivity, helps teams overcome obstacles, uses setbacks as opportunities for learning
Respect: Uses technical knowledge and personal attributes to earn trust by collaborating, guiding performance, developing skills and recognizing accomplishments
Innovation: Accurately represents information and uses data to drive innovation and motivate teams to achieve newsworthy results
Continuous Learning: Assesses own strengths and weaknesses, pursues self/professional development and seeks feedback
Team Leadership: Staffs for needed skills, taps diverse talent to achieve the mission, contributes to team results, praises and celebrates wins, creates ownership for losses, helps underperformers succeed
Business Acumen: Accomplishes goals using sound judgment, fiscal competence, problem analysis and organizational knowledge to align products, services, operations and performance with the rest of the company. Sees trends, evaluates options, designs strategies to increase competitiveness and profitability
Corporate Social Responsibility: Suggests opportunities to promote community welfare and participates in events.

Desired Skills

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
Languages: Fluency English. Other European languages beneficial.