Channel Account Executive

Rackspace - San Antonio, TX (30+ days ago)3.9


Overview & Responsibilities

PRIMARY PURPOSE: Maximizes new revenue through inbound channels and generates additional revenue through outbound referrals from our channel ecosystem. Interacts with senior-level and executive customer management in order to positively affect the final purchase decision.

RESPONSIBILITIES

_SALES CYCLE: _ 3 – 12 Months

_FOCUS_

+ Small to Large Enterprise segment customers.

+ Moderate to Highly Complex Configurations

+ Sells to high level, up to C-Suite management

_KEY ACCOUNTABILITIES_

+ Develop strategically viable and well-planned sales opportunities with a target set of Master/Sub Agents.

+ Responsible for full sales cycle from lead to close.

+ Provide Master/Sub Agents with Rackspace product offering based on facts and an understanding of their customer's current/future needs.

+ Develops and nurtures relationships with key stakeholder to drive decisions that result in the close of the sale.

+ Use knowledge to influence, teach, and motivate others towards accomplishing a common goal.

+ Logically communicate technical information and ideas so others will understand.

+ Identify opportunities to create promoter Partners & Customers and work 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.

+ 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.

+ Utilizes business relationships to drive new opportunities. Shares knowledge base to create best practices and upscale talent within the team.

+ Interacts with internal stakeholders to provide customer feedback and requests on product portfolios.

+ Identifies gaps in the sales process and activates to create efficiencies.

_KEY PERFORMANCE INDICATORS_

+ Meets or exceeds sales targets

+ Meets or exceeds pipeline targets

+ Ensure documentation necessary for the deal is properly maintained and updated and provide leadership updates on status, resources, and financial information

+ Create advocates out of clients by delivering fanatical customer experience and leverage client advocates to drive additional sales.

+ Ensure all relevant data and reporting into CRM in timely fashion.

SCOPE

_LEADERSHIP/AUTONOMY_

+ Works independently, with guidance in complex situations only.

+ Leads projects or programs the function.

_DECISION MAKING_

+ Decisions impact the achievement of customer, operational, program or service objectives.

+ Actions are guided by policies, resource requirements, budgets and the area business plan.

+ Contributions often result in business or process improvements.

_COMPLEXITY_

+ 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.

_INFLUENCE_

+ Drive cross-functional collaboration to give potential customers a seamless experience across Rackspace through sales, implementation and onboarding, and Account Management hand-off.

+ Gather and collaborate with internal resources (Specialist Sellers, Portfolio Architects, Specialized Architects, Pro Serv) so that consistent, aligned solutions are presented to potential customers.

+ Recommend resource allocation to ensure right level of subject matter expertise.

+ Conduct analysis of pursuits and develop best practices.

+ Share knowledge with stakeholders in strategic pursuit, support, and sales organization.

+ Influence the sales process through leadership consultation and real world examples.

PERSON SPECIFICATION

_KNOWLEDG/SKILLS/ABILITIES_

+ Business knowledge to understand customer needs and strategy and apply the value of Rackspace solutions to their specific situation.

+ Must have the experience and business savvy necessary to interact directly with CTO, CIO, VP and other senior roles within the customer organization.

+ Must have the business connections to gain access to new customers through self-directed referrals and customer penetration activities.

+ Requires specialized expertise in job discipline and working knowledge of other related job disciplines.

+ Applies understanding of the industry and how own area contributes to the achievement of objectives.

+ Able to effectively communicate over the phone, through email, and face-to-face.

+ Ability to communicate the same message in a different way to both technical and business oriented people. Superior ability to adapt messages to stakeholders at all levels of the company, from CTO level to front-line technical support.

+ Strong presentation, written and verbal communication skills. Goal oriented with superior work ethic.

+ Ability to influence others in decision-making.

+ Superior negotiation skills and the ability to negotiate with many personality types.

+ Effective time management skills and the ability to work numerous projects at the same time.

+ Strong problem solving skills and a high level of patience and the ability to nurture.

+ Ability to develop and manage internal and external business relationships of various temperaments, talents and convictions.

Qualifications

_EDUCATION: _ Bachelor's Degree in Sales, Marketing, Business or a related field required.

_EXPERIENCE_

+ Requires 12+ years successful B2B sales experience, including a minimum of 8 years of experience in technology or a related industry.

+ Successful acquisition sales experience, incorporating value/service selling in business or marketing required.

+ Experience in all facets of sales: outbound lead generation, follow up, pipeline management, training, and closing skills required.

+ Documented success in closing revenue generating business and successful history working under a quota required.

+ Previous strategic selling experience required.

_CERTIFICATION: _ None

_PHYSICAL DEMANDS_

+ _General office environment._

+ May require long periods sitting and viewing a computer monitor.

+ Moderate levels of stress may occur at times.

+ No special physical demands required.

_TRAVEL: _ Lives in market and expected to be out of home office and/or traveling 60-80% of the time.