Rackspace Acquisitions Sales Executive in San Antonio, Texas

Overview & Responsibilities

PRIMARY PURPOSE: Specializes in acquiring customers through outbounding opportunities. Responsible for providing customers with product solutions based on facts and understanding of customers' business needs and strategy. Generates and owns opportunities through the full sales cycle from lead to close.

KEY ACCOUNTABILITIES

  • Build and own simplified account plans for distributed accounts

  • Build and own integrated portfolio plan to prioritize activities targeted at named prospects

  • In partnership with regional sales manager, finalize named prospect list, providing input into additional strategic pursuits within territory that align with overall Rackspace competitive strategy.

  • Lead sales process for all Rackspace solutions

  • Meet virtually with qualified leads to better understand customer needs and provide proposals

  • Lead efforts to create proposal for solution to prove value add

  • Leads the negotiation, closure, and documentation of customer contracts and renewals (for customers with growth potential)

  • Collaborate with prospective customers to select the best solution to meet their needs out of the full product portfolio.

  • Work with customers to identify prospects for sales growth and new business.

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

  • Receives minimal instructions on routine work, general instructions on new projects or assignments.

  • May provide guidance and training to new team members.

DECISION MAKING

  • Decisions impact the quality, efficiency and effectiveness of own function/client group.

  • Contributions may result in business or process improvements.

COMPLEXITY

  • Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors.

  • Exercises judgment and applies past experiences in selecting methods, techniques, and evaluation criteria for obtaining results.

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.

Qualifications

PERSON SPECIFICATION

KNOWLEDG/SKILLS/ABILITIES

  • 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 solid understanding of the processes, procedures and systems used to accomplish the work and in-depth familiarity with the broader underlying concepts in own job family.

  • 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.

EXPERIENCE

  • Requires 8 - 10 years successful B2B sales experience, including a minimum of 4 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: 25-50% travel possible based on account activity.

  • SALEIND

Req # 39734

Category Sales