Specializes in identifying, developing, and closing opportunities with new or existing customers that 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
- Requires specialized depth and/or breadth of expertise in own job discipline or field
- Leads others to solve complex problems
- Works independently, with guidance in only the most complex situations
- May provide functional leadership to teams or projects
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.
- Guides customer satisfaction, account retention and growth by collaborating with customers and internal teams.
- Develops strong relationships with executives and influencers to expand and implement effective, enterprise-wide strategies.
- Owns forecasting and account planning on a monthly/quarterly/annual basis.
- Leads a defined sales process for all Rackspace solutions.
- Cultivates new business opportunities for new and/or existing accounts.
- Meets with qualified leads to better understand customer needs and provide proposals.
- Leads efforts to create proposal for solution to prove value add.
- Leads the negotiation, closure, and documentation of customer renewals for customers.
- Works with Customer Success Manager to invest in higher service levels for a customer with low MRR but high wallet and to identify and pursue opportunities for upgrades, cross-selling, and upselling.
- Creates advocates out of customers by delivering fanatical customer experience and leverages customer advocates to drive additional sales.
- Utilizes and updates CRM tools to track all pertinent account information and sales progress as well as forecast and prioritize to achieve quarterly goals.
Knowledge
- Advanced knowledgeable in professional sales training and sales process
- Advanced understanding of the processes, procedures and systems used to accomplish the work and familiarity with the broader underlying concepts in own job discipline
- Advanced 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
- 8 - 11 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: 105,100 – 154,110
• The anticipated starting pay range for the states of Hawaii and New York (not including NYC) is:111,800 – 164,010
• The anticipated starting pay range for California, New York City and Washington is: 122,500 – 179,630
• 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.
