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AWS Alliance Partner Sales Manager III - US Remote

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Rackspace Technology

1mo ago

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    People, HR & Administration
  • United Kingdom, +15
    Remote
  • Quick Apply

AI generated summary

  • You need 5-7 years of experience, a bachelor’s degree, strong sales and alliance skills, analytical abilities, and expertise in AWS and customer-focused solutions.
  • You will manage alliance relationships, drive co-selling initiatives, collaborate across teams, enhance partner enablement, analyze metrics, and present strategies to achieve sales objectives.

Requirements

  • Requires in-depth conceptual and practical knowledge in own job discipline and basic knowledge of related job disciplines
  • Solves complex problems
  • Works independently, receives minimal guidance
  • May lead projects or project steps within a broader project or may have accountability for on-going activities or objectives
  • Acts as a resource for colleagues with less experience
  • Level at which career may stabilize for many years or until retirement
  • 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.
  • Alliance Metrics: Sourced vs. Influenced, Conversion Rates (MQL to Opp), Closure Rates (Opp to Close), Direct churn saves
  • Sales Leadership: Ability to articulate a clear vision of the future state, outlining the steps required to get there, and secure the commitment of the partner and Rackspace to meet quarterly objectives (solution development, pipeline, revenue generation). Establish a governance and cadence model with leaders.
  • Business Planning: Define and execute sales strategy for AWS.
  • Alliance Partner Knowledge: Strong understanding of the partner, including partner economics, solution development, processes to take a solution to market and successful partner management. Understands partners’ sales and sales management goals and objectives, and what influences behavior. Growth in leading sales and alliance teams and understands collaborative relationship that must exist to grow the business.
  • Program Knowledge: Strong understanding of channel and alliance partner programs. Partners with Rackspace sales teams to implement our program offerings and assures Rackspace is provider of choice for our ecosystem partners.
  • Collaborative: Works collaboratively with all supporting technical integration, marketing, field sales and channel support organizations to ensure all organizations understand what we are trying to accomplish and the importance of their role / organization in our success.
  • Presentation Skills: Skilled communicator and effective at delivering executive level presentations. Ability to build and manage Director and VP level relationships.
  • Conflict Resolution: Able to surface and resolve breakdowns in commitment and drive behavior changes required.
  • Utilize business relationship skills, such as negotiating with customers or management, or using influencing skills with senior level leaders regarding matters of significance to the organization.
  • Intermediate knowledge of planning, designing and executing partner programs that drive partner interest and demand
  • Analytical Skills
  • Budget Management
  • Business/Sales Development Skills
  • Client/Customer Service
  • Digital Transformation
  • Negotiation Skills
  • Operational Strategy Skills
  • Platform/Technical Software Support
  • Process Improvement
  • Product Portfolio Management
  • Project Management
  • Sales Strategy Skills
  • Stakeholder Management (external/internal)
  • Technology Integration
  • 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
  • 5 - 7 years of experience in the field of role required

Responsibilities

  • Owns a piece of a relationship with an alliance or may own a smaller alliance relationship
  • Evaluate and establish co-selling agreements when possible
  • Establish programmatic selling activities with Rackspace sales team and Alliance partner sales teams
  • Establish and strengthen executive sales alignment by building joint strategic business plans with partners and programmatically drive towards key success metrics
  • Participate in regular interaction with Rackspace peers across other business units as well as executives and sales leadership on activities ranging from strategic go-to-market activities to managing quarterly business reviews
  • Interact with the partner’s customer base to ensure they are successful using our services and are properly enabled to identify and qualify Rackspace opportunities
  • Assist in the development and implementation of partner enablement activities, creating repeatable best practices and measurements of effectiveness
  • Create regional field alignment between RAX Commercial and Enterprise sales teams and Alliance sales teams
  • Incorporate Tier 1 sales plays with Channel Partners
  • Drive co-sell motion via territory mapping
  • Conduct enablement of Alliance sellers (matrixed with Product)
  • Drive incremental pipeline and opportunities
  • Reduce direct churn rates to alliance partners
  • Decisions impact the quality, efficiency and effectiveness of own team and closely related teams
  • May impact other related teams through quality of output and service provided
  • Demonstrates good judgment in selecting methods and techniques for obtaining solutions
  • Works on complex problems of diverse scope where analysis of data requires evaluation of identifiable factors
  • Completes mostly tactical work where learning is applied to new situations
  • Contributes to solution of business problems regarding operations, products, services or customers
  • Analyzes information, asks questions and checks for understanding using learned techniques and applying creativity in new situations
  • Applies acquired skills and experience to complete moderately complex tasks
  • May suggest improvements to existing processes and solutions to improve the efficiency of the team
  • Networks with internal and external contacts; recognizes the importance of relationships outside of specialty field
  • Alliance Metrics: Sourced vs. Influenced, Conversion Rates (MQL to Opp), Closure Rates (Opp to Close), Direct churn saves
  • Sales Leadership: Ability to articulate a clear vision of the future state, outlining the steps required to get there, and secure the commitment of the partner and Rackspace to meet quarterly objectives (solution development, pipeline, revenue generation)
  • Establish a governance and cadence model with leaders
  • Business Planning: Define and execute sales strategy for AWS
  • Alliance Partner Knowledge: Strong understanding of the partner, including partner economics, solution development, processes to take a solution to market and successful partner management
  • Understands partners’ sales and sales management goals and objectives, and what influences behavior
  • Growth in leading sales and alliance teams and understands collaborative relationship that must exist to grow the business
  • Program Knowledge: Strong understanding of channel and alliance partner programs
  • Partners with Rackspace sales teams to implement our program offerings and assures Rackspace is provider of choice for our ecosystem partners
  • Collaborative: Works collaboratively with all supporting technical integration, marketing, field sales and channel support organizations to ensure all organizations understand what we are trying to accomplish and the importance of their role / organization in our success
  • Presentation Skills: Skilled communicator and effective at delivering executive level presentations
  • Ability to build and manage Director and VP level relationships
  • Conflict Resolution: Able to surface and resolve breakdowns in commitment and drive behavior changes required
  • Utilize business relationship skills, such as negotiating with customers or management, or using influencing skills with senior level leaders regarding matters of significance to the organization

FAQs

Do we support remote work?

Yes, this position is US Remote.

What is the primary responsibility of the AWS Alliance Partner Sales Manager III?

The primary responsibility is to improve alignment with alliances to drive sales, product, marketing, and commercial efforts, aiming to grow Rackspace revenue through strategic partnerships.

What educational qualifications are required for this role?

A High School Diploma or regional equivalent is required, along with a Bachelor's Degree, preferably in a field related to the role. Relevant experience may substitute for the degree requirement.

How many years of experience are required for this position?

The position requires 5 to 7 years of experience in the relevant field.

What are some of the key responsibilities associated with this role?

Key responsibilities include owning relationships with alliances, evaluating and establishing co-selling agreements, participating in strategic business plan development, driving incremental pipeline, and reducing direct churn rates.

What skills are essential for this position?

Essential skills include analytical skills, negotiation skills, project management, stakeholder management, and sales strategy skills, among others.

What does the company value in its employees?

The company values excellence, customer-driven approaches, expertise, agility, and compassion, fostering a positive and supportive work environment.

Is the pay range for this position disclosed?

Yes, the anticipated starting pay range varies by location, with specific ranges provided for states such as Colorado, California, Hawaii, New York, and Washington.

What opportunities for professional development does Rackspace provide?

Rackspace offers training and development opportunities through Rackspace University®, including Microsoft certifications and leadership training.

What is the company’s stance on inclusion and diversity?

Rackspace is committed to cultivating inclusion, celebrating diversity, and partnering with initiatives to drive an inclusive workplace.

How does Rackspace encourage community involvement among its employees?

Rackspace encourages community involvement through the Rack Gives Back program, allowing employees to use paid volunteer time off and participate in community service opportunities.

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Rackspace Technology

Realize the full value of the cloud.

Technology
Industry
5001-10,000
Employees
1998
Founded Year

Mission & Purpose

Rackspace is a leading managed cloud computing company that provides a range of services to help businesses manage their cloud infrastructure and applications. They offer services such as cloud hosting, managed services, data analytics, and security solutions. Rackspace's ultimate mission is to be the trusted partner for businesses navigating the complex world of cloud computing, offering expertise and support to maximise the benefits of cloud technology. Their purpose is to empower businesses to succeed in the digital age by providing reliable and scalable cloud solutions that enhance agility, performance, and security. Rackspace aims to simplify the cloud journey for their clients, enabling them to focus on their core business while leveraging the power of the cloud to drive innovation and achieve their strategic goals.

Culture & Values

  • Excellence

    We are an accountable, disciplined, high-performing company with proven results

  • Customer-driven

    We are proactive, collaborative and committed to success for our customers.

  • Expertise

    Rackers are passionate learners who are embedded in our customers’ businesses to provide unbiased solutions.

  • Agility

    We adopt new technologies and evolve services to meet customers where they are in their journey.

  • Compassion

    We’re one team doing the right thing for our customers, communities and each other.

Benefits

  • The foundation

    Health coverage and retirement/pension plans

  • Take the time

    Enjoy generous time off and paid corporate holidays

  • Be well

    Stay active with gym memberships, health & wellness challenges, and quarterly team outings

  • Family planning

    Support your newest addition with paid maternity, paternity, and adoption leave

  • Flexible working

    For some roles, working remotely or flexibly is an option