Job Profile SummaryDrives the full sales cycle to both win and grow share of wallet in strategic accounts for Rackspace. Utilizes industry and strategic knowledge to acquire new customers and drive new footprint in large, complex, strategic, business changing deals. Responsible for creating and nurturing relationships with 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. Possess an understanding of consulting and professional services. May use experience and appreciation for professional services to understanding the technology platform. Assists in high-level solutions as part of assembling an overall estimate cost of services for implementation. 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. Careel Level Summary
Works independently, with guidance in complex situations only.
Leads projects or programs within a function and may act as a team leader to coordinateactivities of other personnel.
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. Critical Competencies
Strategic Agility
Quickly pivot thinking and solutions based on new information. Creates strategies thatdemonstrate customer focus and knowledge of the business at hand while leaving roomfor innovation and agile execution.
Drive for Results
Drives high performance with unwavering commitment. Passionately persists in the faceof adversity and change. Tracks progress and holds self and others accountable forresults. Comfortably shifts short-term strategies when necessary in order to accomplishlong-term objectives.
Relationship Building and Management
Recognizes and responds effectively to the impact of their behavior on others. Uses thisunderstanding 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. Maintainsstrong self-awareness of capabilities and impacts on others. Is a passionate advocatefor their own and acts as a catalyst for change.
Communication
Articulates the Rackspace story focusing on our value proposition through the lens ofcustomers and the marketplace. Inspires action by conveying a compelling vision andpurpose in meaningful messages. Actively listens and takes care to provide the rightpeople the right information at the right time.
Collaboration
Focused 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 foroptimal business outcomes.
Business Acumen
Demonstrates a deep and applicable understanding of how the business achieves itsgoals and objectives. Is knowledgeable in current and future practices, trends,technology and information affecting the organization. Knows the competition and isaware of how strategies and tactics work in the industry/marketplace.
Consulting
Understands the problem the customer is trying to solve and then recommends asolution that will specifically address that problem. Engages customers in identifyingissues, options and desired outcomes, while keeping the customer's best interests inmind. 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 toanticipate new customer needs.
Influencing
Exhibits the ability to persuade or convince others to support an idea, recommendationor direction. Understands who the key decision makers are and uses persuasion to gainthe support and cooperation from all parties involved to achieve a desired course ofaction consistent with the organization's strategic goals and objectives.
Motivation (Self-Starter)
Actively seeks and identifies opportunities to contribute to and achieve goals. Maintainsa sense of purpose, value, and ownership of their work and does so independently withlittle to no directionKey Responsibilities
Responsible 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- cloudpursuits requiring cross functional collaboration.
Conduct targeted outbound prospecting within assigned accounts. Collaborates with sales support on outbounding efforts and lead generation activities.
Engage potential client to understand high-level needs and verify right fit for Rackspacesolution and to qualify leads based on set framework.
Performs proactive assessments of how well Rackspace solutions meet the customerrequirements and what customization would be required; presents the assessment tocustomers as part of the sales process.
Lead efforts to create proposal for solution to prove value add. Provides customers withRackspace product offering based on facts and an understanding of their current/futurebusiness needs and objectives.
Develops and delivers innovative strategies that benefit customers and/or clients.
Develops and nurtures relationships with key stakeholder 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 Rackspace.
Proactively identifies and participates in the resolution of complex problems that impact the direction of the business
Identifies opportunities to create promoter Partners & Customers and works to identify new ways to leverage our product set in order to delight them.
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.
Sales Cycle 6 - 24 Months
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.
Small to large Enterprise segment customers.
Customer centric mindset, with the ability to interface with support team daily.
Moderate to highly complex configurations.
Sells to high-level, frequent interactions with C-suite management.
Decisions impact the achievement of customer, operational, program or service objectives.
Demonstrates strong judgment and creativity in selecting methods and techniques forobtaining solutions.
Works on significant and unique issues where analysis of situations or data requires anevaluation of intangibles.
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.
Leads the analysis and solution of business problems regarding operations, products,services or customers.
Analyzes information, asks questions and checks for understanding using learned techniques and applying creativity in new situations.
Applies acquired skills and experience to complete complex tasks.
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 specialty field.
Meets or exceeds sales targets.
Meets or exceeds pipeline targets.
Ensures documentation necessary for the deal is properly maintained and updated andprovides leadership updates on status, resources, and financial information.
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 timely fashion.
Conducts analysis of pursuits and develop best practices.
Shares knowledge with stakeholders in strategic pursuit, support, and sales organization.
Influences the sales process through leadership consultation and real-world examples.
Experienced professional using best practices and knowledge of internal or external businessissues to improve products or services.
Requires specialized expertise in own job family/discipline and working knowledge of other related job families/job disciplines.
Applies understanding of the industry and how own area contributes to the achievement of objectives.Skills/Education
Bachelor's degree in Sales, Marketing, Business or a related field required. At the Manager's discretion, 4 years of additional work experience may substitute for the degree requirement
High school diploma requiredPhysical Demands
General office environment. Moderate levels of stress may occur at times. No special physical demands required.Travel
In-person meetings are required periodically as well as travel to clients within local territory.
DisclaimerThe above information has been designed to indicate the general nature and level of workperformed by employees in this classification. It is not designed to contain or to be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of the employee assigned to this job.
Are you a Racker?Rackers thrive in fast-paced environments built to inspire learning, growing, and innovating. They are mission-inspired, values-grounded, culture-focused, and dedicated to making a positive impact in everything they do. Rackers are inherently wired to solve problems and share ideas in small, nimble teams. As experts in what they do, Rackers are serious about delivering a Fanatical Experience to our customers. Rackers are valued members of a winning team on an inspiring mission and we want you to join the Racker family!
Why work at Rackspace Technology?Find your fanatical. We deliver the best customer experience in the industry to businesses that perform life-saving research, power cities, and feed millions. Come as you are. Cultivating inclusion is not just the right thing to do, it enables us to win. Our Executive Inclusion Council and Racker Resource Groups (RRGs) partner to enable an inclusive workplace and drive initiatives such as Rackspace's participation in the annual Texas Conference for Women. Satisfy your curiosity. No matter where you are going, we can help you get there. Our internal learning department, Rackspace University, provides training and development to Rackers - from Microsoft certifications to effective leadership training - our goal is to help you grow. Make a difference. At the core of every Racker is a drive to leave the world better than we found it, and we are passionate about giving back to our communities across the globe. While Rackers can leverage paid volunteer time off for any cause, our Rack Gives Back program creates opportunities for Rackers to give their time and talent to others. Live life completely. We offer a well-rounded suite of health and wellness programs that help our Rackers achieve a healthy and balanced lifestyle. So while our Rackers are busy taking care of our customers, we take care of our Rackers. #LI-Remote #LI-SF1
About Rackspace TechnologyWe 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 TechnologyThough 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. Apply for this job
