Responsible for improving alignment with alliances to drive a tight alignment on sales, product, marketing and commercial. This position will be central and pivotal to driving change and activating a proactive, purposeful, and predictable Go-to- Market across technical, product, sales, and marketing organization in an effort to grow Rackspace revenue through strategic partnership with Amazon Web Services.
Preferred base location is Toronto, Ontario. Other eligible locations in Canada may be considered.
ResponsibilitiesResponsible for managing/building relationship with AWS partnersEvaluate and establish co-selling agreements when possibleEstablish programmatic selling activities with Rackspace sales team and Alliance partner sales teamsEstablish and strengthen executive sales alignment by building joint strategic business plans with partners and programmatically drive towards key success metrics.Participate in regular interaction with Rackspace peers across other business units as well as executives and sales leadership on activities ranging from strategic go- to-market activities to managing quarterly business reviews.Interact with the partner’s customer base to ensure they are successful using our services and are properly enabled to identify and qualify Rackspace opportunities.Assist in the development and implementation of partner enablement activities, creating repeatable best practices and measurements of effectiveness.Create regional field alignment between RAX Commercial and Enterprise sales teams and Alliance sales teamsDrive co-sell motion via territory mappingConduct enablement of Alliance sellers (matrixed with Product)Drive incremental pipeline and opportunitiesReduce direct churn rates to alliance partners
QualificationsBachelor’s degree in Business, Sales, Technology or a related field required. At manager direction, and equivalent combination of experience & education may be considered. High school diploma or equivalent required.5+ years of progressive professional sales experience in channel/partner sales, partner development, and go-to-market strategies experience.Related AWS certification/accreditation strongly preferred.Strong understanding of AWS partner ecosystem, including partner economics, solution development, processes to take a solution to market and successful partner management. Strong understanding of channel and alliance partner programs.Skilled communicator and effective at delivering executive level presentations. Ability to build and manage Director and VP level relationships.Able to surface and resolve breakdowns in commitment and drive behavior changes required.
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About Rackspace Technology
We are the multicloud solutions experts. We combine our expertise with the world’s leading technologies — across applications, data and security — to deliver end-to-end solutions. We have a proven record of advising customers based on their business challenges, designing solutions that scale, building and managing those solutions, and optimizing returns into the future. Named a best place to work, year after year according to Fortune, Forbes and Glassdoor, we attract and develop world-class talent. Join us on our mission to embrace technology, empower customers and deliver the future.
More on Rackspace Technology
Though we’re all different, Rackers thrive through our connection to a central goal: to be a valued member of a winning team on an inspiring mission. We bring our whole selves to work every day. And we embrace the notion that unique perspectives fuel innovation and enable us to best serve our customers and communities around the globe. We welcome you to apply today and want you to know that we are committed to offering equal employment opportunity without regard to age, color, disability, gender reassignment or identity or expression, genetic information, marital or civil partner status, pregnancy or maternity status, military or veteran status, nationality, ethnic or national origin, race, religion or belief, sexual orientation, or any legally protected characteristic. If you have a disability or special need that requires accommodation, please let us know.