Value Added Resellers (VAR) Director

February 19

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Rimini Street

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Rimini Street is a global leader in enterprise software support and services, providing end-to-end support solutions for mission-critical systems. The company specializes in reducing support costs, filling technology skills gaps, and providing strategic roadmap guidance to extend the life of ERP investments and enable business growth. With offerings that include managed and professional services, security solutions, interoperability, and compliance services, Rimini Street supports widely-used enterprise software such as Oracle, SAP, Salesforce, Microsoft, and more. By leveraging its extensive in-house engineering talent, Rimini Street offers clients unparalleled support, ensuring high satisfaction levels and cost savings.

PeopleSoft • Oracle Database • Oracle E-Business Suite • SAP • JD Edwards

1001 - 5000 employees

Founded 2005

🏢 Enterprise

☁️ SaaS

🔐 Security

📋 Description

• Identify, recruit, and onboard high-potential VARs. • Collaborate with VARs to develop joint sales strategies. • Provide ongoing training and support to VAR sales teams. • Develop co-branded marketing materials and campaigns. • Manage partner incentive programs and deal registration processes. • Track KPIs to measure VAR channel effectiveness. • Build strong relationships with key decision-makers within VAR organizations. • Provide technical support to VARs on product implementation and customer inquiries.

🎯 Requirements

• Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience) • 7+ years of experience in channel sales or partner management within software and/or services company. • Experience managing cross-functional teams and collaborating with marketing, product, and sales departments • Experience with CRM systems (e.g., Salesforce) and partner management tools. • Proven track record of developing and managing successful channel partner programs, including driving revenue growth through indirect sales channels. • Proven track record in channel sales management, particularly within the VAR ecosystem • Strong understanding of partner business models, partner ecosystems, and sales processes. • Exceptional relationship-building skills, with a demonstrated ability to foster and manage long-term strategic partnerships. • Excellent negotiation, communication, and presentation skills. • Strong analytical and problem-solving skills, with the ability to use data to drive decisions and strategy. • Ability to work cross-functionally and lead collaboratively across sales, marketing, and product teams. • Deep understanding of the value-added reseller model and how to leverage it for business growth • Strong sales acumen, including lead generation, negotiation, and closing techniques • Excellent communication and interpersonal skills to build strong relationships with partners • Ability to analyze sales data and identify opportunities for improvement • Experience managing global or multi-region channel programs. • Familiarity with partner programs, certifications, and enablement initiatives. • Knowledge of specific verticals or industries relevant to the company’s solutions.

🏖️ Benefits

• Medical, Dental, and Vision insurance • Disability insurance • Paid Parental Leave • 401(k) program • Generous Paid time off (PTO)