Sr. Engagement Manager

Há 1 mês

São Paulo, Brasil Rimini Street, Inc Tempo inteiro

Rimini Street, Inc. (Nasdaq: RMNI), a Russell 2000 Company, is a global provider of end-to-end enterprise software support, products and services, the leading third-party support provider for Oracle and SAP software and a Salesforce and AWS partner. The Company has operations globally and offers a comprehensive family of unified solutions to run, manage, support, customize, configure, connect, protect, monitor, and optimize enterprise application, database, and technology software, and enables clients to achieve better business outcomes, significantly reduce costs and reallocate resources for innovation.

We are actively seeking a Senior Engagement Manager (SEM) . The role will report directly to the Director, Engagement & Client Renewal Sales – LATAM.

Position Summary

The Sr. Engagement Manager (SEM) will be responsible for expanding each assigned client in their book of business by identifying and closing cross-sell opportunities, securing client and contract renewals, ensuring a successful client experience with service delivery and high client satisfaction and reference ability.

The ideal candidate will be relentlessly client-focused, have 10+ years’ experience selling technology solutions to large enterprise customers, with experience selling a range of technology services including software Support, Application Management Services (AMS), other Managed Services and Professional Services. Successful SEMs must have demonstrated ability to leverage successful core offerings with an existing installed base to grow sales of new and emerging services in a multi-offering portfolio.

The right candidate will have an entrepreneurial spirit and a proven track record of sales excellence, client focus, and consistently meeting or exceeding sales quotas. Strong candidates must have a passion for winning and the determination to relentlessly pursue the huge market opportunity available to Rimini Street within our client base.

Responsibilities

  1. Expanding Accounts by Identifying and Closing Cross-Sell Opportunities
    1. Create awareness and demand for Rimini Street services and products within your assigned book of business with the support of field marketing and your own outreach.
    2. Develop qualified leads by identifying opportunities through direct prospecting, lead follow-up, networking, and collaboration within your assigned client base.
    3. Establish a strong & trusted relationship with clients as their technology advisor to understand their goals, problems, and needs which drives business outcomes.
    4. Contribute, guide, and enable your clients’ strategic vision, and their understanding of how Rimini Street’s solutions address their business needs.
    5. Use company-provided assets to create or customize compelling sales presentations, messages, positioning statements, and other sales collateral.
    6. Utilize effective Social and Digital selling strategies and tools (LinkedIn, LinkedIn Sales Navigator or similar) to maximize opportunities via Social Networking platforms.
    7. Update and track all opportunities, and client activities in our Salesforce CRM tool.
    8. Develop and execute an account plan to grow and expand Rimini Street support and products within your assigned book of business.
  2. Client Retention and Contract Renewals
    1. Work closely with the Renewals Sales team, pre-sales technical resources, Product Line Managers, Service Delivery leaders, and other internal teams as needed to retain clients and secure renewals of all existing recurring-revenue contracts.
    2. Identify renewal risks far in advance of contract expiration dates and collaborate with internal teams on strategies and proposals to address issues and generate alternatives to secure renewals.
    3. Hold responsibility for meeting or exceeding annual retention targets.
  3. Account Management and Client Satisfaction
    1. Manage the overall relationship with our existing clients to create a positive client experience resulting in full-service adoption and high client satisfaction.
    2. Maximize the value customers receive from Rimini Street offerings.
    3. Maintain strategic alignment with clients and develop client-specific plans and goals.
    4. Leverage client relationships for prospect references and success stories.
  4. Oversee Service Delivery and Manage Margins
    1. Work collaboratively with the Global Support Delivery (GSD) teams to ensure delivery of all services and products with high quality.
    2. Work closely with our Onboarding, Service Delivery, Product Delivery, and all Rimini Street teams.
    3. Manage margins at the deal level and provide suggestions to improve overall profit margin for your assigned clients.

Professional Experience and Qualifications

Experience

  1. 10+ years of experience in customer-facing roles in technology companies.
  2. 5+ years of experience selling technology services.
  3. 5+ years of experience in post-sales customer-facing roles.
  4. 2+ years of experience selling Application Management Services (AMS).
  5. Experience selling Services and Solutions for existing software products.

Qualifications and Skills

  1. Customer-centric sales approach.
  2. Strong analytical skills and people skills.
  3. Excellent interpersonal and communication skills.
  4. Strong time management and organizational skills.
  5. Willingness to embrace change in a rapidly evolving market.

Education

Bachelor's degree or equivalent required, Masters or MBA desirable.

Language

Fluency in both English & Portuguese is required.

Why Rimini Street?

We hire only the best, the most extraordinary professionals and provide compensation, bonuses, and benefits to match the skills of our top-performing team members.

Rimini Street is committed to creating a diverse and inclusive environment and is proud to be an Equal Employment Opportunity Employer.

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