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. To date, over 5,300 Fortune 500, Fortune Global 100, midmarket, public sector, and other organizations from a broad range of industries have relied on Rimini Street as their trusted enterprise software solutions provider.
We have an exciting opportunity available immediately to join us as a Sr. Account Manager / Sr. Client Success Manager, Oracle & SAP based remotely in the United States within the Eastern Region.
Position Summary
We are seeking an experienced Sr. Account Manager / Sr. Client Success Manager, Oracle & SAP who will be responsible for managing and expanding the partnership with our clients. The right candidate will have an entrepreneurial spirit, a proven track record of Client Management or Business Development & Executive Relationships excellence with the ability to provide solutions and guidance to meet business objectives and taking business to the next level. You must have a passion for clients. We need someone that can be very hands-on, do whatever it takes to deliver value, develop relationships, and be a strategic thinker with the ability to create long-term relationships with our clients.
As a Sr. Account Manager / Sr. Client Success Manager, Oracle & SAP with Rimini Street, Inc., you’ll be managing a portfolio of named clients – driving client lifecycle – leading to adoption, cross-sell, advocacy, and client satisfaction across your portfolio.
Essential Duties & Responsibilities
- Focus on developing the business within the organizations
- Deliver and communicate ROI throughout the client lifecycle
- Build C-level and executive relationships, establishing trusted advisor status
- Drive growth, value, retention, and partnerships for our important clients to ensure active engagement and full recognition of ROI
- Develop key account plans including retention strategies, cross-sell opportunities, power maps, client advocacy
- Meet/Exceed quarterly quota targets (renewals/cross-sell/advocacy)
- Create awareness and demand for Rimini Street products and services
- Identify, cultivate, and engage on cross-sell opportunities within your portfolio for services and/or strategic solutions
- Ensure client retention through actively driving retention strategy, retention content including ROI models and proposals, and assisting with retention sales execution
- Provide ongoing proactive client management through executive business reviews, client onsite visits, executive relationships, and overall client communications
- Build and foster our Client Champion Community. Secure client sales and marketing advocates, ensuring client referenceability and driving client participation in select client marketing programs, events, interviews, etc.
- Implement and utilize current Social and Digital selling strategies to maximize opportunities via Social Networking platforms
- Quarterback the team and coordinate across executive leadership, sales, service delivery, marketing, etc.
Additional Duties & Responsibilities
- Monitor client consumption of Rimini Street services with the support of standard dashboards
- Maintain up-to-date client information in Salesforce.com and other systems
- Provide detailed and timely status reporting to all management as requested
- Assure client communications and escalations are performed on time, sufficiently and accurately
Education
- Bachelor and/or master’s degree in Business, Finance, Computer Science or related field, or equivalent experience
Experience
- 15+ years’ experience in Consultative Sales, Account Management, or Business Development
- Specific Industries expertise
- Ability to design Customer Account Plan
- Good knowledge of the enterprise software industry
- Specific experience with Oracle and/or SAP preferable
- Experience dealing with CXOs
- Experience in managing a portfolio of clients in different industries
- Experience in cross-selling – identifying opportunities through trusted advisor partnership with clients and ability to coordinate and lead cross-functional team to drive better results for cross-sell and retention
- Experience in renewing and/or negotiating client support contracts
- Experience in working with complex, multi-divisional, multi-geographical clients
- Experience working with cross-functional teams (e.g., Sales, Renewals, Marketing, Services, etc.)
Skills
- Impressive executive presence and communication abilities
- Demonstrated ability to provide proactive account management to a large portfolio of clients
- Exceptional leadership, time management, facilitation, and organizational skills
- Bias for action
- Passion for technology and for being a part of a fast-growing technology company
- Proven analytical and problem-solving abilities
- Proven experience with Social and Digital selling techniques
- Ability to create structure and prioritize tasks to best manage different situations
- Strong documentation skills MS Office Suite (Word, Visio, Excel, and PowerPoint); Salesforce CRM, Smartsheet, etc.