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Enterprise Sales Executive V - West/Midwest - Remote

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Rackspace Technology

1mo ago

  • Job
    Full-time
    Expert Level
  • Sales & Business Development
    IT & Cybersecurity
  • United Kingdom, +15
    Remote
  • Quick Apply

AI generated summary

  • You need a Bachelor's degree, 12-14 years in sales, expertise in cloud solutions (AWS/Azure), consultative selling skills, and a strong focus on customer success. Travel >50% is required.
  • You will identify, develop, and close sales opportunities, build customer relationships, execute account strategies, and engage with C-suite executives to drive profitable growth.

Requirements

  • Higher-levels responsible for large deal business development and retention of strategic new customer acquisitions and high-value existing customers to generate sustainable revenues in line with business objectives.
  • Recognized as an external thought leader within a strategic organization function or job discipline and requires broad and comprehensive expertise in leading-edge theories, techniques and/or technologies within own field.
  • Proactively identifies and solves problems that impact the management and direction of the business.
  • Contributes to the development of the organizational function strategy or product or business strategy.
  • Progression to this level is typically restricted on the basis of individual capabilities and business requirements.
  • 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.
  • Focused on Professional Services - emphasis in cloud is a positive.
  • Consultative selling.
  • Cloud solutions with emphasis on AWS and Azure.
  • 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.
  • A plus but not necessarily a must - AWS and Azure Certificates in sales training.
  • Other recent certificates in cloud technology training.
  • 12-14 years of experience in the field of role required.
  • Domestic/international travel required, greater than 50%.

Responsibilities

  • Specializes in identifying, developing, and closing opportunities with new or existing customers that deliver incremental profitable growth and positive customer experiences. Owns and develops customer relationships, collaborating with both customers and internal resources to address customer and company priorities. Leverages subject matter experts and provides solutions aligned with business-unit priorities to satisfy customer needs. Responsible for the full sales cycle, from winning new customers to growing share of wallet in targeted existing customers for Rackspace. Utilizes industry knowledge to differentiate Rackspace and to acquire new customers and drive new footprint. Builds deep relationships with strategic customers and prospects, presenting viable IT and business solutions. Utilizes an entrepreneurial mindset to develop a hunting list of target customers aligned with Rackspace's multi-cloud solutions. Engages with C-suite executives, leveraging executive presence and emotional intelligence to understand customer challenges and competitor behavior to translate technology into impactful business solutions. Plans and executes pursuit and win strategies for specified opportunities, leads account reviews, and provides support to ensure successful development and implementation of strategic account plans, all while embodying Rackspace's core values in the sales arena. Higher-levels responsible for large deal business development and retention of strategic new customer acquisitions and high-value existing customers to generate sustainable revenues in line with business objectives. Other Incidental tasks related to the job, as necessary. Take overall consultative sales leadership for the new business and/or customer relationships with a select base of high value customers. Create and implement account development strategies that succeed in exploiting the full business potential of the customer base, in line with business targets and objectives (Annual revenue, account growth through new business (MRR), Army of Promoters (NPS). Maintain and agree a twelve-month business account plan, forecast and appropriate reporting framework. Understand and position the whole product portfolio, including cloud and applications services to ensure future growth and retention. Develop close relationships at every appropriate level and fully understand the business, buying and decision-making process of the accounts. Build strategic relationships and Rackspace credibility within the target organization and comfortably engage at all levels of the Customer’s leadership team. Proactively seek opportunities to create new revenue streams including joint Business Development activity for new and/or existing enterprise accounts. Front all negotiations and tender submissions and facilitate and manage key communications between the company and the Customer to the highest professional standards. Maintain a high awareness and knowledge of corporate market, industry and internal activities to ensure that all business opportunities are identified, considered and implemented appropriately. Work with channel and sales reps to create and support the execution of joint business plans with key partners to drive profitable revenue and new customer acquisition for Rackspace Hosting. Responsible for adhering to company security policies and procedure as directed. Installed base growth - revenue. Execution of new sales opportunities - MRR. Access to new departments / divisions. KPIs, documentation, process tracked via Salesforce.

FAQs

Do we support remote work?

Yes, this position is fully remote.

What type of experience is required for this role?

The role requires 12-14 years of experience in the field related to sales and cloud solutions.

What are the primary responsibilities of this position?

Responsibilities include developing and closing opportunities with customers, maintaining account plans, creating account development strategies, and fostering strong customer relationships.

Is travel required for this role?

Yes, domestic and international travel is required, with expectations of travel greater than 50%.

What is the educational requirement for this position?

A high school diploma is required, and a bachelor's degree is preferred, ideally in a field related to the role. Relevant experience may substitute for the degree requirement at the manager's discretion.

Are there specific knowledge areas emphasized in this position?

Yes, there is a focus on professional services with an emphasis on cloud solutions, particularly AWS and Azure, as well as consultative selling skills.

What competencies are critical for success in this role?

Critical competencies include excellence, customer-driven mindset, expertise in customer needs, agility in adapting solutions, and compassion in working with teams.

What skills should candidates possess for this role?

Candidates should have strong verbal communication, client service skills, negotiation abilities, analytical skills, and public speaking proficiency.

Is there an emphasis on professional development within the company?

Yes, the company offers training and development through Rackspace University®, helping employees grow their skills and pursue certifications.

What kind of company culture does Rackspace promote?

Rackspace promotes a culture of inclusion, collaboration, learning, and community involvement, emphasizing a positive impact and delivering exceptional customer experiences.

What performance metrics will be tracked in this role?

Key metrics include installed base growth, execution of new sales opportunities, and tracking of progress via Salesforce.

What is the anticipated salary range for this position in California?

The anticipated starting pay range for California is $186,900 – $329,010.

Will there be opportunities for bonuses or commissions in this role?

Yes, the role may include variable compensation in the form of bonuses, commissions, or other discretionary payments, based on individual and company performance.

Are there specific certifications that are valued for this position?

While not required, AWS and Azure certifications in sales training are considered a plus. Other recent certifications in cloud technology training are also valued.

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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