Value Added Resellers (VAR) Director

Rimini Street; United States; Remote; USD 90,000 - 150,000; Full time

Job summary

An established industry player is on the lookout for a dynamic Value Added Resellers (VAR) Director to spearhead partner recruitment and development. This remote role offers the opportunity to collaborate with VARs to craft innovative sales strategies, provide training, and build strong relationships. The ideal candidate will have a robust background in channel sales and partner management, along with exceptional negotiation skills. Join a forward-thinking company that values diversity and inclusion, and make a significant impact in the enterprise software support sector while enjoying a comprehensive benefits package.

Benefits

Medical, Dental, and Vision insurance

Disability insurance

Paid Parental Leave

401(k) program

Generous Paid time off (PTO)

Qualifications

• 7+ years in channel sales or partner management within software.
• Experience with CRM systems and partner management tools.

Responsibilities

• Identify, recruit, and onboard high-potential VARs.
• Collaborate with VARs on sales strategies and lead generation.

Skills

Partner business models

Relationship-building

Negotiation skills

Analytical skills

Sales acumen

Technical knowledge

Education

Bachelor’s degree in Business or Marketing

Tools

Salesforce

Job description

About Rimini Street, Inc.

Rimini Street, Inc. (Nasdaq: RMNI), a Russell 2000company, is a global provider of end-to-endenterprise software support and innovation solutions and the leading third-party support provider for Oracle, SAP and VMware software. The Company offers a comprehensive portfolio of united solutions to run, manage, support, customize, configure, connect, protect, monitor, and optimize enterprise application, database, and technology software. 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 a Value Added Resellers (VAR) Director.This is a remote position that can be based anywhere in the U.S.

Essential Duties & Responsibilities

• Partner Recruitment and Development:Identify, recruit, and onboard high-potential VARs, ensuring they have the necessary knowledge and capabilities to effectively sell and deliver the company's solutions.
• Sales Strategy Development:Collaborate with VARs to develop joint sales strategies, including market segmentation, lead generation initiatives, and customized sales proposals to maximize market penetration.
• Training and Enablement:Provide ongoing training and support to VAR sales teams on product features, technical specifications, sales processes, and best practices to enhance their selling capabilities.
• Marketing Collaboration:Work with the marketing team to develop co-branded marketing materials, campaigns, and events to promote the company's offerings through the VAR channel.
• Deal Registration and Incentive Management:Manage partner incentive programs, including deal registration processes, to ensure VARs are properly rewarded for sales generated through their network.
• Performance Monitoring and Reporting:Track key performance indicators (KPIs) such as sales revenue, lead generation, customer satisfaction, and partner engagement to measure the effectiveness of the VAR channel and identify areas for improvement.
• Relationship Management:Build strong relationships with key decision-makers within VAR organizations to foster trust and collaboration.
• Technical Support:Provide technical support and expertise to VARs on product implementation, troubleshooting, and customer inquiries.

Education

• Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience)

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

Skills

• 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
• Technical knowledge of the company's product or service offerings

Preferred Skills

• 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.

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.

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 5,800 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.