Job Description

Job Profile Summary

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

• Experience with AWS, Azure or GCP portfolio and funding
• 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

Certifications

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.

Our compensation reflects the cost of labor across several geographic markets. The compensation range for this position ranges from $165,109.00/year in our lowest geographic market up to 290,614.50 USD/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.

About Rackspace Technology

Rackspace Technology is the trusted operator of the full enterprise AI stack, from governed private cloud to AI inference and agents in production. From edge to core to cloud, we operate the infrastructure, data layer, and software integration to deliver business outcomes with the predictable cost, reliability, security, and compliance that regulated and mission-critical environments demand. We support customers in more than 120 countries with AI capabilities spanning private cloud, public cloud, applications, data and cyber resilience.

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.