Our Director of Sales will recruit, hire, train, manage, coach and retain a team of Sr. Account Executives and will be responsible for achieving and exceeding Rimini Street's aggressive sales development and sales invoicing goals in a specified territory. The Sales Director is a quota-carrying and commissioned position. The Sales Director should have a significant and successful track record opening new markets, developing a sales deal pipeline, closing business, building and leading a sales team of Account Executives, navigating through a complex IT services sales process and competing against large software and service vendor incumbents. The 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 Sales Director should be a charismatic executive, possess an entrepreneurial spirit and have experience "hunting" and closing sales transactions in new client accounts and growing annual invoicing in existing client accounts. The Sales Director will have a history of sales excellence in managing a team of Account Executives that consistently achieve or exceed business and territory development and sales quotas. Other important experience includes selling products from enterprise software vendors such as SAP and Oracle into new accounts and/or selling complimentary application solutions into the existing SAP and Oracle customer base. A good knowledge of the SAP and/or Oracle ERP market and an established network in that market is a significant benefit. Recruiting, hiring, training, managing, coaching and retaining a fully staffed team of Account Executives Ramping each new Account Executive to full productivity in accordance with their ramping and training plan Managing each Account Executive to consistently achieve or exceed 100% or more of the Sales Director's and each Account Executive's quarterly and annual territory development goals and sales invoicing quotas, Key Sales Objectives (KSO's) and any Management by Objectives (MBO's) that may be set, changed and communicated by Sales and Executive management from time to time for Account Executives and Sales Directors Expanding sales to existing accounts within each Account Executive's territory Assuring each Account Executive's Lead, Opportunity, Deal Desk Approvals, Legal Requests, Sales Matrix Approvals and paperwork is up to date and accurate , and processed timely in accordance for Company guidelines Effectively using all provided sales management tools, technologies, systems and reporting to manage and drive the success of each Account Executive Producing and providing all required Sales Director forecasting and reporting to Regional, Theatre, Sales Management and Executive Management with accuracy and in timely fashion Developing and executing against a territory plan to exceed business development and quota targets Guiding prospects and existing clients to Rimini Street products & services through a solution selling approach Collaborating with Marketing to drive a coordinated Go-To-Market approach Representing Rimini Street at regional business development conferences and events Education Bachelor's degree or equivalent from accredited institution Location Australia Experience 10+ years of experienceselling enterprise software and services, building new markets and businesses either in start-up environments, working for international enterprise software companies or major software-related service businesses across the region 5+ years of experience in a sales leadership role with a proven track record of team building, management and achieving sales targets in high growth enterprise software or software-related services businesses across the region Proven track record of selling to CIOs and CFOs at large multi-national clients, with experience in one or more markets of manufacturing, retail, public sector or financial services Proven experience in team-selling to develop leads, convert to opportunities and manage sales deals to close Proven experience and success in developing new accounts, leads and opportunities through cold-calling, lead prospecting and development Aptitude and proven experience recruiting, hiring, training, mentoring and managing a team of quota bearing, high-volume sellers across the region. Specifically, sales management experience in the enterprise software and services sales markets with focus selling to clients in the range of 1 – 10 billion euros annual revenue Strong knowledge in the key dynamics of the IT landscape, specifically systems of record, systems of engagement, innovation, Cloud and digital transformation Skills Strong understanding of sales management fundamentals and sales methodologies, including solution selling, team selling, pipeline management, the Salesforce.com application and sales motivations Sales compensation plans and models Cold-calling, lead prospecting and territory development Structured and deadline focused in approach to work Ability to multi task and juggle sales at different stages in a fast-paced environment Demonstrable focus on results and pursuing goals Excellent communication skills, including demonstrable ability to persuade Strong negotiation skills - Strong time management and organizational skill s Networking skills with both internal and external clients and colleagues Analytical and able to review reports and determine appropriate actions Demonstrable track record of working collaboratively across teams and geographies Track record of building high performing teams Enjoy working within a rapidly-changing , fast-moving organization with "startup" energy Demonstrated success building and reinforcing a unique, creative team-oriented and collaborative culture About Us In 2005, we disrupted the industry by pioneering extraordinary enterprise software support powered by extraordinary people. Our work is challenging and meaningful, allowing everyone at Rimini Street to start and end each day with a sense of achievement and purpose. We are looking for talented, passionate people to help us build our future at Rimini Street. Connect with Us! Feel free to connect with us by signing up to receive updates on new jobs and opportunities! Create an account and sign up to create your job alerts! Link below: #J-18808-Ljbffr
