Rackspace Channel Account Executive in San Antonio, Texas
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.
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.
Req # 39386