Director, Client Renewal Sales

Há 7 dias

São Paulo, São Paulo, Brasil Rimini Street Tempo inteiro
Job Title: Director, Client Renewal Sales - LATAM

Rimini Street, Inc. is a global leader in delivering unified software support and services. We empower licensees of Oracle, SAP, IBM, Microsoft, Salesforce, and other cloud and locally hosted enterprise software to extract more value from their investments, advance innovation, create competitive advantage, and fuel growth.

Job Summary:

We are seeking a Director, Client Renewal Sales - LATAM to focus on the long-term retention of Rimini Street Clients. In this senior role, the Director, Client Renewal Sales - LATAM will actively engage with clients at an executive level and manage the renewal process to attain the client retention target (quota) established by the Board Plan.

Key Responsibilities:
  • Provide leadership and guidance to the Regional Teams regarding renewal strategy and execution.
  • Meet or exceed retention target (quota) for the LATAM Region.
  • Partner with leadership of Global Client Engagement Team (Account Management).
  • Serve as a Client-facing executive for Rimini Street (in addition to the Territory GM and Sales Director) to build C-Level and/or VP relationships with RSI clients in the North America Region, as requested.
  • Articulate and re-sell the long-term value of Rimini Street Support Model and value proposition in the context of objection handling, discount requests, and when involved in competitive situations.
  • Ensure compliance with Support Agreement provisions.
  • Up-sell Multi-Year Non-Cancel Renewals.
  • Manage renewal opportunities in the Company's system and work with Sales Operations on reporting and forecasting to roll up into the global forecast.
  • Periodically meet with clients on site, and, when requested attend Client Marketing Events in the Theater to build and strengthen client relationships.
Requirements:
  • Experience selling for major software vendors (e.g. SAP or Oracle) or competing against them in complex sales situations.
  • 10+ years sales experience within software and support/services marketplace.
  • Track record of achieving or exceeding sales targets.
  • Understanding of provisions and commercial terms in support agreements.
  • Experience with Pipeline Management.
Preferred Skills:
  • Ability to present Rimini Street value proposition at an executive level to ensure positive renewal outcomes with client, including walking clients through retention tools such as Savings Calculators, risk analyses, and others.
  • Ability to identify retention risks and leverage company resources to drive mitigation strategy.
  • Ability to harvest important information on future plans from conversations with clients.
  • Understanding of ORACLE and SAP software licensing considerations, issues and challenges.
  • Must be articulate and have strong writing skills. Proven analytical and problem-solving abilities are also required.
  • Able to work in a dynamic environment and handle multiple critical priorities.
  • Must be motivated, goal oriented and able to work independently.
  • Ability to leverage supporting team of Global Client Engagement (GCE), Support Delivery, Legal, Marketing and others.
  • Ability to be flexible with dynamic client assignments and quota adjustments.
  • Experience with Microsoft Office and CRM systems, especially
Why Rimini Street?

We are looking for talented, passionate people to help us build our future at 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. Do you thrive in a fast-paced environment, enjoy growing together, and get excited about learning new skills? Are you looking for an opportunity to make a true impact as part of a team of extraordinary professionals? This is the place for you.

Our work is challenging and meaningful. We start and end each day with a sense of achievement and purpose guided by our core values, the Four Cs:

  • Company We dream big and innovate boldly.
  • Colleagues We work with extraordinary people who create a culture of mutual respect and collaboration.
  • Clients We relentlessly pursue solutions that help clients achieve their goals. Our unmatched client care is rooted in our passion for exceptional service.
  • Community We believe in leaving the world a better place than we found it. With the Rimini Street Foundation, we've made positive impacts in six continents for over 425 charities.

Rimini Street is committed to creating a diverse and inclusive environment and is proud to be an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, national origin, sexual orientation, gender or gender identity, disability, protected veteran status, or any other characteristic protected by law.

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