*We are seeking someone commutable to the Washington, DC area bi-weekly.
Specializes in identifying, developing, and closing opportunities with new or existing customers the deliver incremental profitable growth and positive customer experiences. Owns and develops customer relationships, collaborating with both customers and internal resources to address customer and company priorities. Leverages subject matter experts and provides solutions aligned with business-unit priorities to satisfy customer needs. Responsible for the full sales cycle, from winning new customers to growing share of wallet in targeted existing customers for Rackspace. Utilizes industry knowledge to differentiate Rackspace and to acquire new customers and drive new footprint. Builds deep relationships with strategic customers and prospects, presenting viable IT and business solutions. Utilizes an entrepreneurial mindset to develop a hunting list of target customers aligned with Rackspace's multi- cloud solutions. Engages with C-suite executives, leveraging executive presence and emotional intelligence to understand customer challenges and competitor behavior to translate technology into impactful business solutions. Plans and executes pursuit and win strategies for specified opportunities, leads account reviews, and provides support to ensure successful development and implementation of strategic account plans, all while embodying Rackspace's core values in the sales arena. Higher-levels responsible for large deal business development and retention of strategic new customer acquisitions and high-value existing customers to generate sustainable revenues in line with business objectives.
Career 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
- 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
- Other Incidental tasks related to the job, as necessary.
- 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.
- Provides 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.
- Leads defined sales process for all Rackspace solutions.
- Conduct targeted outbound prospecting within assigned accounts. Collaborates with sales support on outbound efforts and lead generation activities.
- Utilizes business relationships to drive new business opportunities for new and/or existing enterprise accounts.
- Engage potential customer 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 proposal for solution to prove value add. Provides customers with Rackspace product offering based on facts and an understanding of their current/future business needs and objectives.
- Develops and delivers innovative strategies that benefit customers and/or customers.
- 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.
Knowledge
- Expert-level knowledgeable in professional sales training and sales process
- Expert-level understanding of the processes, procedures and systems used to accomplish the work and familiarity with the broader underlying concepts in own job discipline
- Expert-level knowledge of Rackspace product portfolio, strategy, competitors, and customers
Skills
- Analytical Skills
- Buying Process Skills
- Client/Customer Service
- Data-driven Decision Making
- Leadership
- Negotiation Skills
- New Account Acquisition Skills
- People Management
- Public Speaking
- Presentation Building
- Quality Assurance
- Sales Lead Generation Skills
- Sales Management
- Sales Operations Management
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
Experience
- 12 - 14 years of experience in the field of role required
Travel
- Domestic/international travel required, greater than 50%
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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• The following information is required by pay transparency legislation in the following states: CA, CO, HI, NY, and WA. This information applies only to individuals working in these states.
• The anticipated starting pay range for Colorado is: 201,900 – 296,120
• The anticipated starting pay range for the states of Hawaii and New York (not including NYC) is: 215,000 – 315,260
• The anticipated starting pay range for California, New York City and Washington is: 235,200 – 344,960
• Unless already included in the posted pay range and based on eligibility, the role may include variable compensation in the form of bonus, commissions, or other discretionary payments. These discretionary payments are based on company and/or individual performance and may change at any time. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location. Information on benefits offered is here.
