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.
_SALES CYCLE: _ 3 – 12 Months
+ Small to Large Enterprise segment customers.
+ Moderate to Highly Complex Configurations
+ Sells to high level, up to C-Suite management
+ 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.
+ Works independently, with guidance in complex situations only.
+ Leads projects or programs the function.
+ 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.
+ 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.
+ 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.
+ 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.
_EDUCATION: _ Bachelor's Degree in Sales, Marketing, Business or a related field required.
+ 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
+ _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.