Rimini StreetSr. Account Executive, Federal Sales
About Rimini Street, Inc.
Rimini Street, Inc. (Nasdaq: RMNI), a Russell 2000® Company, is a proven, trusted global provider of end-to-end, mission-critical enterprise software support, managed services and innovative Agentic AI ERP solutions, and is the leading third-party support provider for Oracle, SAP and VMware software.
Our comprehensive portfolio of unified solutions help run, manage, support, customize, configure, connect, protect, monitor, and optimize enterprise application, database and technology software, enabling our clients to achieve better business outcomes, significantly reduce costs and reallocate resources towards strategic projects.
The Company has signed thousands of contracts with Fortune Global 100, Fortune 500, midmarket, public sector and government organizations who selected Rimini Street as their trusted, proven mission-critical enterprise software solutions provider and achieved better operational outcomes, realized billions of US dollars in savings and funded AI and other innovation investments.
We are actively seeking an experienced Sr. Account Executive (SAEs), Federal Sales. The role will report directly to a Director of Sales in one of our 8 Theatres and Regions around the world. SAEs may work from a remote office, location within commuting distance of one of our Regional hubs is desirable. The role will require periodic travel as necessary (expected 25% - 35%) across the Theatre/Region to meet with prospects and clients.
Position Summary
Driven by the goal of scaling the company to $1B/year in revenue, we are expanding our team of Senior Account Executives (SAEs), Federal Sales to drive sales of our world-class portfolio of technology service offerings.
The ideal candidate will have a track record of success in selling to Federal Government Agencies, (DOD and Civilian), building a pipeline, closing business, and leading a sales team. Deep understanding of the Federal Space, GWAC’s, leveraging the channel and disadvantaged partners in particular. 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.
The right candidate will have an entrepreneurial spirit and a proven track record of sales excellence, 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.
Essential Duties & Responsibilities
Consistently Meet or Exceed Sales Quota
Consistently meet or exceed quarterly and annual sales quotas.
Win deals with new logos
Provide accurate forecasts that allow Sales Management and Regional GMs to deliver on commitments to goals and appropriately plan business operations and expenses.
Drive the sales process by working collaboratively with functional peers (Sales Engineers, Delivery, Operations, Legal, Marketing, Finance) to successfully close deals.
Work collaboratively with the entire go-to-market team in the Region (marketing, pre-sales, onboarding, and post-sales client success managers) to meet the company’s strategic goals, including entering new markets and introducing new offerings.
Build Pipeline, Develop and Advance Sales Opportunities
Create awareness and demand for Rimini Street products and services by developing your territory with the support of field marketing and your own outreach.
Develop sales-qualified leads by identifying opportunities through direct prospecting, lead follow-up, networking, and collaboration with the lead generation team.
Establish a dialogue with prospects to understand their goals, problems, and needs.
Contribute to and guide prospects’ strategic vision, and their understanding of how Rimini Street’s solutions address their business needs.
Use company-provided assets to create or customize compelling sales presentations, messages, positioning statements, and other sales collateral.
Use current Social and Digital selling strategies to maximize opportunities via Social Networking platforms.
Be an expert in LinkedIn, LinkedIn Sales Navigator or similar tools to develop outreach in your territory. Update and track all activities in our Salesforce CRM tool. Leverage Clari or similar sales efficiency tools to help manage and report on your opportunities.
Sell Our Portfolio of Services, Grow Business with Existing Clients
Leverage successful core offerings and an existing installed base to grow sales of new and emerging services in a multi-offering portfolio.
Grow business with existing clients by expanding footprint of current solutions (often Support), and selling complimentary solutions (AMS, other Managed Services), and Professional Services.
Assist the Renewals Sales Team with client Renewals when required.
Professional Experience and Qualifications
Experience
10+ years of experience in exceeding monthly, quarterly and annual sales targets in enterprise technology sales
Proven track record as a self-starter and strategic hunter of new logos, uncovering customer pain points and selling high value solutions.
5+ years experience in selling maintenance, support solutions against perpetual licenses &/or HW and high-value technology solutions (Support, Managed Services, Professional Services, ERP).
Sold successfully for Spinnaker, Support Revolution, Origina.
Expert in full sales cycle management - prospecting, quality pipeline creation, multi-threading deals, negotiating and closing large complex enterprise sales.
Experience selling to technical buyers and C-level executives, establishing, and driving executive sponsorship.
Demonstrated ability to win both new logos and expanding existing accounts via strategic upsell and cross-sell (geo dependent
Track record of securing and closing multi-million-dollar deals, navigating complex procurement processes
Ability to work cross-functionally with internal teams (Marketing, Customer Success, Solutions engineering, Legal)
Industry expertise in Oracle, SAP, VMWare ERP eco-systems, software support models and renewals of service contracts is a plus.
Qualifications and Skills
Sales Expertise: Deep understanding of sales fundamentals, methodologies (including solution selling and team selling). Experience with Salesforce CRM & forecasting.
Enterprise Sales Experience: Proven ability to engage and sell to a range of stakeholders, C-level executives, IT, Procurement, Legal, Finance, and line-of-business leaders.
Strategic Prospecting & Territory Growth: Track record of building and expanding a territory through direct prospecting, pipeline generation, and consultative engagement. (cold calling, events, social media, personal network)
Deal Management: Ability to manage multiple deals of varying complexity simultaneously while effectively allocating time and resources to drive optimal outcomes.
Customer-Centric Approach: Passion for helping prospects and customers solve business challenges, with a consultative and growth sales mindset
Business Acumen: Extensive experience in enterprise software or services businesses, ideally within companies in profitable growth mode.
Negotiation & Relationship Management: Strong relationship-building skills to earn customer trust, secure references, and leverage networks for growth.
Results-Driven Mindset: Determined, persistent, and capable of introducing disruptive solutions to challenge the status quo and drive new approaches.
Organizational & Reporting Skills: Ability to plan, track, and report on opportunities throughout the sales cycle, ensuring structured execution.
Exceptional Communication: Strong verbal, written, and presentation skills, with the ability to influence and drive action.
Adaptability & Growth Mindset: Willingness to embrace change and excel in a fast-paced, evolving environment.
Hands-On Approach: A proactive, problem-solving attitude with the grit and resilience to navigate challenges and get things done.
Education
Bachelor’s degree or equivalent experience required, Master’s or MBA desirable.
Location
Remote - Washington, D.C.
Why Rimini Street?
Rimini Street Inc. is an affirmative action-equal opportunity employer and complies with all applicable Federal, State, and Local Laws regarding recruitment and hiring.
Qualified applicants are considered for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, citizenship status, disability, protected veteran status, or any other category protected by applicable Federal, State, or Local laws. Rimini Street Inc. offers a comprehensive compensation and benefits package to employees.
Compensation is based on role, location, and level of applicable experience.
Rimini’s target pay for each position is available upon request during the applicant’s Interview process.
The general salary range for this type of role is 120k - 140k (plus commission) depending on skills and experience.
Benefits for US employees include:
Medical, Dental, and Vision insurance
Disability insurance
Paid Parental Leave
401(k) program
Generous Paid time off (PTO)
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.
Accelerating Company Growth
Nasdaq-listed under ticker symbol RMNI since October 2017
Over 6,300+ signed contracts to date, including Fortune 500 and Global 100 companies
Over 2,000 team members in 23 countries
US and international recognition for industry leadership and philanthropic efforts. See all of our awards and recognitions here: https://www.riministreet.com/company/awards/
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.
To learn more about how Rimini Street is redefining the enterprise software support industry, visit http://www.riministreet.com
Please Note: Rimini Street does not accept resumes submitted by recruiting/staffing firms unless specifically requested by Human Resources. Unsolicited resumes will be ineligible for referral fees.