Overview & Responsibilities PRIMARY RESPONSIBILITY : - Drives the full sales cycle to win new strategic accounts for Rackspace.
Utilizes industry and strategic knowledge to win large, complex, strategic, business changing deals.
Penetrates and wins a strategic customer while also making them a net promoter.
Leverages an established network of references to win credibility.
Navigates and manages a 6-12 months sales cycle to keep Rackspace focused on winning the strategic customer.
Lives and demonstrates Rackspace core values in the sales arena JOB COMPLEXITY : + Owns and manages the end to end complex sales cycle to close a strategic new customer for Rackspace.
Develops a deep understanding of the prospect's decision-making, business planning and budget processes and drives them to want to close a deal with Rackspace.
Tempers customers emotional buys with logic and strong business benefit.
Calls on executive leadership to set priorities, resolve impasses, set strategic direction, and muster resources to win the strategic opportunity.
Requires executive resources to help close the business with prospect's executives and board.
Manages a targeted list of strategic customers or opportunities the company wants to close.
Determines approach to gain respect, and favor from company decision makers.
Focuses on a smaller number of deals for a 6-12 months sales cycle.
Expected to hit annual sales targets SUPERVISION : - Minimal to no supervision required.
Overall review based on efficient and effective attainment of goals and objectives PHYSICAL DEMANDS : - General office environment.
May require long periods sitting and viewing a computer monitor.
High levels of stress may occur at times.
No special physical demands required.
Frequent travel, more than 70% Qualifications KNOWLEDGE / SKILLS / ABILITY : + Advanced knowledge to operate as a strategic sales representative for large, complex customer acquisitions.
Advanced "hunting"Â skills : approaches from the top with a corporation-development mentality.
Advanced knowledge to build relationships and drive outcomes with Enterprise Architects and the CTO.
Ability to navigate the internal politics of the customer by developing an executive or c-level coach.
Demonstrated ability to create and present winning arguments to the board level and investors.
Ability to manage multiple decision makers, influencers, and internal processes at various leadership and company levels to drive sales to conclusion.
Ability to navigate both the external and internal processes and politics to get a customer secured for Rackspace.
Ability to drive the value proposition and push the organization to stretch its limits for an oversized gain and scale.
Excellent strategic planning, financial management, communication, and presentation skills.
Expert knowledge of Rackspace products and services.
EDUCATION / EXPERIENCE : + Bachelor0s degree required, preferably in sales, marketing, business, technology, or a related field.
MBA strongly preferred.
Minimum of 10+ years of experience with a successful track record of direct field solution and service based sales for a technology related company or for the Managed Hosting industry, preferably with an established network.
Proven track record of closing strategic opportunities for a technology enterprise.
Established business relationships and networks required.
High school diploma or equivalent required.
Experience may not substitute for the degree requirement.
Rackspace is an equal opportunity employer.
All qualified applicants will receive consideration for employment.