Drives the full sales cycle to both win and grow share of wallet in strategic accounts for Rackspace. Generates own opportunity for creating and nurturing relationships with Amazon Account Executives, and Partners Sales Managers, along with Rackspace Product Account Executives and Regional Vice Presidents to work on generating Product-led pipeline. Engage in solution-based selling with customers looking for sales/service/marketing solutions. Proficient level understanding of consulting and professional services. Acts independently with experience and appreciation for professional services to understand the technology platform. Architect high-level solutions as part of assembling an overall estimated cost of services for implementation. Acts as a technical expert within the organization to contribute to the development of technical presentations and product strategy. Navigates and manages a 6 - 24 month sales cycle to keep Rackspace focused on winning and growing the business relationship in a sustainable manner. Lives and demonstrates Rackspace’s core values in the sales arena.
Acts independently, operates as the CEO of your geographical coverage driving bookings and revenue results May provide direction and/or informal leadership in the activities of others. Leads others to solve issues of diverse scope where analysis requires an understanding of current business trends. Uses sophisticated analytical thought to exercise judgment and identify innovative solutions. Uses independent judgment to determine methods, techniques and evaluation criteria for obtaining resolution of issues.
Critical CompetenciesStrategic Agility Demonstrates intellectual dexterity t Quickly pivot thinking and solutions based on new information. Creates strategies that demonstrate customer focus and knowledge of the business at hand while leaving room for innovation and agile execution. Drive for Results Drives high performance with unwavering commitment. Passionately persists in the face of adversity and change. Tracks progress and holds self and others accountable for results. Comfortably shifts short-term strategies when necessary in order to accomplish long-term objectives. Relationship Building and Management Recognizes and responds effectively to the impact of their behavior on others. Uses this understanding to pursue and build authentic relationships with Rackers and customers. Creates an environment of trust enabling others to be open and vulnerable. Growth Orientation Exhibits a growth mindset that quickly shifts ways of thinking and operating. Maintains strong self-awareness of capabilities and impacts on others. Is a passionate advocate for their own and acts as a catalyst for change. Communication Articulates the Onica by Rackspace story focusing on our value proposition through the lens of customers and the marketplace. Inspires action by conveying a compelling vision and purpose in meaningful messages. Actively listens and takes care to provide the right people the right information at the right time. Collaboration Focuse on wider business priorities when solving, planning and implementing in order to optimize our collective results. Demonstrates care and wider accountability for others’ success. Displays vulnerable decision making and accepts influence of others for optimal business outcomes. Business Acumen Demonstrates a deep and applicable understanding of how the business achieves its goals and objectives. Is knowledgeable in current and future practices, trends, technology and information affecting the organization. Knows the competition and is aware of how strategies and tactics work in the industry/marketplace. Consulting Understands the problem the customer is trying to solve and then recommends a solution that will specifically address that problem. Engages customers in identifying issues, options and desired outcomes, while keeping the customer’s best interests in mind. Acquires a keen perspective on the customer’s business and operational needs. Uses that broadening view to help resolve more complex and difficult issues, and to anticipate new customer needs. Influencing Exhibits the ability to persuade or convince others to support an idea, recommendation or direction. Understands who the key decision makers are and uses persuasion to gain the support and cooperation from all parties involved to achieve a desired course of action consistent with the organization’s strategic goals and objectives. Motivation (Self-Starter) Actively seeks and identifies opportunities to contribute to and achieve goals. Maintains a sense of purpose, value, and ownership of their work and does so independently with little to no direction.
Key ResponsibilitiesResponsible for full sales cycle from lead to close. Builds and owns account plans, including pursuit plan, timeline, deliverables, and goals, for named prospects and strategic accounts assigned to them. Builds and owns integrated portfolio plan to prioritize activities targeted at prospects and customer base. In partnership with regional sales manager, finalize named prospect list, providing input into additional strategic pursuits within territory that align with overall Rackspace competitive strategy. Coordinate with Marketing and BDRs to select targeted marketing plays to run for sales plays. Lead sales process for all Rackspace solutions, particularly large, complex, multi-cloud pursuits requiring cross-functional collaboration. Conduct targeted outbound prospecting within assigned accounts. Collaborates with sales support on outbound efforts and lead generation activities. Engage potential client to understand high-level needs and verify right fit for Rackspace solution and to qualify leads based on set framework. Performs proactive assessments of how well Rackspace solutions meet the customer requirements and what customization would be required; presents the assessment to customers as part of the sales process. Lead efforts to create proposals for solutions to prove value add. Provides customers with Onica by Rackspace solution product offering based on facts and an understanding of their current/future business needs and objectives. Develops and nurtures relationships with key stakeholders to drive decisions that result in the close of the sale. Leads the negotiation, closure, and documentation of customer contracts and renewals. Recognized as an expert within Onica Rackspace. Proactively identifies and participates in the resolution of complex problems that impact the direction of the business Cultivates and maintains strong relationships with Support Teams, Account Managers and Sales Support Teams. Works closely with Sales Engineers, Technical Sales Reps to perform in depth assessment of customer needs and infrastructures. Utilizes business relationships to drive new opportunities. Architect high-level solutions as part of assembling an overall estimate cost of services for implementation. Hunter and Farmer role - acquires new customers and grows share of wallet in won customer base. Medium to large Enterprise segment customers. Customer-centric mindset, with the ability to interface with support team daily. Sells to high-level, majority of interactions with C-suite management. Applies ingenuity and creativity to problem analysis and resolution in complicated and/or novel situations. Proactively identifies and participates in the resolution of complex problems that impact the direction of the business. Develops and delivers innovative strategies that benefit customers and/or clients. Leads major business projects which impact a region or entire function. Contributes to the development of annual organizational objectives/priorities. Identifies and resolves unique situations of substantial significance in the field of expertise or knowledge. Solves complex problems and takes a broad perspective to identify innovative solutions. Completes strategic work, using learning and creativity to resolve new situations. Actions are guided by policies, resource requirements, budgets, and the area business plan. Recognized as an expert within Rackspace. Uses specialized expertise in one or more areas to interpret internal or external business issues and recommends best practices. Networks with key internal and external contacts, developing strong relationships outside of the specialty field. Meets or exceeds sales & pipeline targets. Creates advocates out of clients by delivering fanatical customer experience and leverages client advocates to drive additional sales. Ensures all relevant data and reporting into CRM in a timely fashion. Shares knowledge with stakeholders in strategic pursuit, support, and sales organization. Influences the sales process through leadership consultation and real-world examples.
Education/Requirements Bachelor’s degree in Sales, Marketing, Business, or a related field required. High school diploma required Requires 12+ years of successful B2B sales experience, including a minimum of 10 years in Hosting, Cloud Computing (SaaS, PaaS, IaaS), Services, Apps, and/or Security experience. Prefer successful account management sales experience, incorporating value/service selling in business or marketing experience. Ideally 4+ years of experience in the Amazon AWS ecosystem either in Sales, Pre-Sales or Service Delivery Lives in the market, expected to be out of home office with customers 60 - 80% traveling.Requires in-depth expertise and/or breadth of knowledge of own job family and of other job families within the job function. Able to anticipate business and industry issues and recommend new and innovative approaches to respond. Architect high-level solutions as part of assembling an overall estimated cost of services for implementation.
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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.