Responsible for driving incremental pipeline opportunities with and improving win rates along with reducing churn rates for to VMware and Broadcom alliance. 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 our most strategic partnerships.
Careel Level Summary
Recognized as an expert within the company and requires in-depth and/or breadth of expertise in own job discipline and broad knowledge of other job disciplines within the organization function
Solves unique problems that have a broad impact on the business
Contributes to the development of organizational sub-function strategy
Progression to this level is typically restricted on the basis of business requirements
Critical Competencies
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Excellence: Exceeds expectations by consistently demonstrating accountability, discipline, high performance, and a proven track record of exceptional results.
Customer-driven: Prioritizes customer needs and satisfaction through collaborative and proactive problem-solving, and an unwavering commitment to customer success.
Expertise: Possesses deep understanding of customer needs and continually grows and enhances skills to provide customer-focused solutions.
Agility: Quickly adapts and responds to dynamic customer needs and expectations through innovative solutions.
Compassion: Cultivates a positive and supportive environment to effectively work together towards a common goal, fostering trust within Rackspace and with external stakeholders.
Key Responsibilities
Owns alliance relationship and is responsible for growing and developing the alliance partnership. May own multiple alliance relationship or be involved multiple alliance
Evaluate and establish co-selling agreements when possible
Establish programmatic selling activities with Rackspace sales team and Alliance partner sales teams
Establish 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 teams
Incorporate Tier 1 sales plays with Channel Partners
Drive co-sell motion via territory mapping
Conduct enablement of Alliance sellers (matrixed with Product)
Drive incremental pipeline and opportunities
Reduce direct churn rates to alliance partners
Decisions impact the achievement of customer, operational, program or service objectives.
Demonstrates strong judgment and creativity in selecting methods and techniques for obtaining solutions.
Works on significant and unique issues where analysis of situations or data requires an evaluation 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.
Works independently, with guidance in complex situations only.
May provide guidance and training to new team members.
Decisions impact the achievement of customer, operational, program or service objectives.
Contributions often result in business or process improvements.
Actions are guided by personal goals and objectives.
Works on significant and unique issues where analysis of situations or data requires an evaluation of intangibles.
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.
Expected to weigh multiple options and outcomes, considering impact within and outside of client group and business function. Typically resolves issue independently utilizing input from peers and superiors.
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.
Alliance Metrics: Sourced vs. Influenced, Conversion Rates (MQL to Opp), Closure Rates (Opp to Close), Direct churn saves
Sales Leadership: Ability to articulate a clear vision of the future state, outlining the steps required to get there, and secure the commitment of the partner and Rackspace to meet quarterly objectives (solution development, pipeline, revenue generation). Establish a governance and cadence model with leaders.
Business Planning: Define and execute sales strategy for AWS, Microsoft, VMware and/or Google
Alliance Partner Knowledge: Strong understanding of the partner, including partner economics, solution development, processes to take a solution to market and successful partner management. Understands partners’ sales and sales management goals and objectives, and what influences behavior. Growth in leading sales and alliance teams and understands collaborative relationship that must exist to grow the business.
Program Knowledge: Strong understanding of channel and alliance partner programs. Partners with Rackspace sales teams to implement our program offerings and assures Rackspace is provider of choice for our ecosystem partners.
Collaborative: Works collaboratively with all supporting technical integration, marketing, field sales and channel support organizations to ensure all organizations understand what we are trying to accomplish and the importance of their role / organization in our success.
Presentation Skills: Skilled communicator and effective at delivering executive level presentations. Ability to build and manage Director VP+level relationships.
Conflict Resolution: Able to surface and resolve breakdowns in commitment and drive behavior changes required.
Utilize business relationship skills, such as negotiating with customers or management, or using influencing skills with senior level leaders regarding matters of significance to the organization.
Knowledge
Expert-level knowledge of planning, designing and executing partner programs that drive partner interest and demand
Skills
Analytical Skills
Budget Management
Business/Sales Development Skills
Client/Customer Service
Digital Transformation
Negotiation Skills
Operational Strategy Skills
Platform/Technical Software Support
Process Improvement
Product Portfolio Management
Project Management
Sales Strategy Skills
Stakeholder Management (external/internal)
Technology Integration
Education
High School Diploma or regional equivalent required
Bachelor's Degree required, preferably in field related to role. At the manager’s discretion, additional relevant experience may substitute degree requirement
Certifications
Sales accreditation or certification in Alliance platform strongly required
Experience
12 - 14 years of experience in the field of role required
Disclaimer
The above information has been designed to indicate the general nature and level of work performed 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.
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Our compensation reflects the cost of labor across several US geographic markets. The pay for this position ranges from $155,600 Min/year in our lowest geographic market up to 273,900 Max/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for your preferred location during the hiring process. The compensation package may also include incentive compensation opportunities in the form of annual bonus or incentives, equity awards and an Employee Stock Purchase Plan (ESPP). Learn more about benefits at Rackspace.
