Government Services Sales Executive VI - Los Angeles/Orange County, CA - Remote ID-10519
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.
Career Level Summary
- 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
Critical Competencies
- 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
Critical Competencies
- 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.
Key Responsibilities
- 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.
Knowledge
- Focused on Professional Services - emphasis in cloud is a positive.
- Consultative selling
- Cloud solutions with emphasis on AWS and Azure
Skills
- Client/Customer Service
- New Account Acquisition Skills
- Strong verbal communications
- Excellent listener
- Data-driven Decision Making
- Analytical Skills
- Negotiation Skills
- Buying Process Skills
- People Management
- Public Speaking
- Presentation Building
Education
- 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
Experience
- 15+ years of experience in the field of role required
Travel
- Local travel up to 90%
Disclaimer
- The above information has been designed to indicate the general nature and level of work performed by employees in this classification. It is not designed to contain or to be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of the employee assigned to this job.
