Partner Channel Director - Dell

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 a Partner Channel Director - Dell. This position reports directly to the VP, Strategic Alliances, Global Partners. The Partner Channel Director - Dell will be based in the US and may work from a remote office, location within commuting distance of one of our Regional hubs is desirable, or near a major city as extensive travel expected across the region will be required.

Position Summary

We are seeking an experienced and highly collaborative Partner Channel Director to strengthen and accelerate our strategic alliance with Dell. This role is responsible for driving joint pipeline growth, deepening executive alignment, and enabling field teams to maximize revenue opportunities across our joint portfolio. The ideal candidate brings strong partner management expertise, GTM strategy acumen, and a proven ability to work cross‑functionally to deliver scalable, repeatable partner-sourced growth. 

Essential Duties & Responsibilities

Partner Relationship & Strategic Alignment

• Serve as the primary liaison for all aspects of the Dell partnership, strengthening alignment across sales, alliances, product, solution engineering, and marketing teams.
• Develop and execute a joint business plan with Dell leadership, focusing on pipeline acceleration, co‑selling motions, and targeted industry plays.
• Build strategic executive relationships to establish trust and elevate our joint value proposition across enterprise accounts.

Pipeline Growth & Co‑Selling Execution

• Accelerate deal closure by aligning Dell and internal sales teams, increasing co‑sell engagement and driving measurable revenue outcomes.
• Grow partner‑sourced pipeline through targeted enablement, territory planning, and proactive opportunity identification.
• Deliver consistent YoY growth through scalable execution of field motions, solution alignment, and account-level collaboration.

GTM Strategy & Field Enablement

• Lead Dell-focused enablement sessions for internal sellers and solution teams, highlighting win strategies, value propositions, and co‑sell pathways.
• Translate partnership strategy into actionable field guidance, campaigns, and playbooks that drive seller adoption and expansion.
• Collaborate with Dell marketing teams to execute joint demand-generation initiatives and multi-solution campaigns.

Cross‑Functional Collaboration

• Coordinate across sales, marketing, product, and executive teams to co‑create integrated solutions and industry offerings aligned with Dell’s portfolio.
• Partner internally with revenue leadership to influence product roadmaps, positioning, and resource allocation based on joint market insights.
• Ensure smooth execution of joint activities by managing day‑to‑day operations across partner teams.

Performance Tracking & Reporting

• Monitor joint pipeline, forecast partner‑influenced revenue, and report performance insights to senior leadership.
• Identify risk areas and build proactive plans to maintain momentum across co‑selling and co‑marketing activities.
• Measure impact of partner motions, including conversions, velocity, and program effectiveness.

Experience & Skills

• 10+ years in partner/channel management, enterprise sales, or alliances—preferably with or around Dell or similar OEM/ISV ecosystems.
• Strong understanding of enterprise IT, cloud, infrastructure, and solution selling motions.
• Proven track record driving partner‑sourced or partner‑influenced revenue growth.
• Ability to influence and communicate effectively at the C‑suite and field levels.
• Experience developing joint GTM plans, co‑sell programs, and integrated industry solutions.
• High business acumen, strong analytical skills, and ability to manage multiple cross-functional initiatives.

Education

Bachelor’s degree or equivalent, MBA preferred

Location

Remote – US

Travel

Extensive Travel 50%+

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 180k -190k 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.