Pursuit Manager I
Rackspace
Mexico - Mexico City
hace 1 día

Responsible for managing and developing a workflow process for non-standard, large, complex pursuits requiring cross functional collaboration.

Serves as internal support for structuring profitable, non-standard deals while protecting the value and timeline to final signature.

Serves as the single source of continuity from opportunity development through implementation to service delivery, allowing quota bearing reps the opportunity to increase time spent on core selling activities and expand their capacity for more opportunities.

Career Level Summary

  • General instruction on routine tasks, detailed instruction on new assignments.
  • Exercises judgment within defined procedures and practices to determine appropriate actions or to recommend alternative resolutions.
  • Critical Competencies

  • Communication
  • Organization
  • Collaboration
  • Growth
  • Relationship Management
  • Key Responsibilities

  • Support direct sellers by managing the pursuit process, to add efficiency to the sales cycle.
  • Documents win strategy development and reasons for bid / no bid decisions.
  • Gathers documentation and prepares oral / written presentations, utilizing standard templates, information, and data sets.
  • Responsible for project managing the analysis, development and implementation of pursuit plans for non-standard, complex deals.
  • Influences an extended pursuit team made up of sales, finance, legal, sales ops specialist, solution engineers and others.
  • Collaborates with sales representatives, resolving issues and removing road blocks in the sales process.
  • Tracks the negotiation process for complex deals that require custom contract changes. Works with legal and other internal stakeholders to complete contracts in a timely manner.
  • Collaborates with service delivery leaders to document and gain approvals for one offs to the support model.
  • Leverages knowledge management resources and coordinates the integration of subject matter experts, functional leaders into the sales process.
  • Sales Cycle1 - 12 Months
  • SB and Commercial Acquisition Prospects and Existing Accounts
  • Decisions impact own team and other teams whose work activities are closely related.
  • Demonstrates good judgment in selecting methods and techniques for obtaining solutions.
  • Works on problems of moderate scope where analysis of data requires evaluation of identifiable factors.
  • Completes mostly transactional work where learning is applied to new situations.
  • Contributes to solution of straightforward business problems regarding operations, products, services or customers.
  • Analyzes information, asks questions and checks for understanding using standard procedures and processes.
  • Applies acquired skills and experience to complete moderately complex, but routine tasks.
  • Continues to develop expertise.
  • May suggest improvements to existing processes and solutions to improve the efficiency of the team.
  • Maintains internal relationships and determines need for external contacts.
  • Drives efficiency in the sales process, reducing time to deal close.
  • Develops skills in applying learned behaviors and outcomes to new situations.
  • Delivers pursuit plan and manages tasks to set timeline.
  • Knowledge

  • Working knowledge of principles and methods within own job family / discipline.
  • Working knowledge of the company, products, services and customers.
  • Understands key drivers of success in functional area and uses this understanding to accomplish own work.
  • Working knowledge of sales processes, frameworks and behaviors.
  • Working knowledge of the Rackspace products, services and customers.
  • Basic understanding of the key drivers of success in the sales process and the ability to apply knowledge to accomplish own work.
  • Ability to build networks with internal and external contacts and recognize the importance of relationships outside of specialty field.
  • Ability to apply an understanding of how the team relates to other stakeholders to improve efficiency of own work.
  • Knowledge and capabilities to run small and medium-sized projects.
  • Intermediate writing skills with demonstrated ability writing persuasive sales proposals.
  • Strong organization and analytical skills.
  • Strong interpersonal and group communication skills at all organizational levels; ability to tailor the same message dependent upon audience.
  • Ability to gain consensus in group collaboration.
  • Education

  • Bachelor’s degree in sales, marketing, business, communications, or a related field.
  • At the manager’s discretion, an additional 4 years of professional experience may substitute for the degree requirement.
  • High school diploma required
  • Experience

  • Requires 2 - 4 years of sales, sales support, and / or sales engagement experience.
  • Prefer project management experience
  • About Rackspace Technology We are the multicloud solutions experts. We combine our expertise with the world’s leading technologies across applications, data and security to deliver end-to-end solutions.

    We have a proven record of advising customers based on their business challenges, designing solutions that scale, building and managing those solutions, and optimizing returns into the future.

    Named a best place to work, year after year according to Fortune, Forbes and Glassdoor, we attract and develop world-class talent.

    Join us on our mission to embrace technology, empower customers and deliver the future. More on Rackspace Technology Though we’re all different, Rackers thrive through our connection to a central goal : to be a valued member of a winning team on an inspiring mission.

    We bring our whole selves to work every day. And we embrace the notion that unique perspectives fuel innovation and enable us to best serve our customers and communities around the globe.

    We welcome you to apply today and want you to know that we are committed to offering equal employment opportunity without regard to age, color, disability, gender reassignment or identity or expression, genetic information, marital or civil partner status, pregnancy or maternity status, military or veteran status, nationality, ethnic or national origin, race, religion or belief, sexual orientation, or any legally protected characteristic.

    If you have a disability or special need that requires accommodation, please let us know.

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