- Expert-level seller.
- Understanding of cloud adoption for Electronic Health Records.
- Deep understanding of provider Healthcare and Life Science's vertical.
- Recognized as an authority within industry and/or area of specialization.
- Demonstrates mastery of sales techniques.
- Completes the most-complex sales to the company's most important customers.
- Acts independently.
- Maintains a large, influential network of contacts with highly visible industry presence.
- 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
- Strategic Agility: Demonstrates the intellectual dexterity to quickly pivot thinking and solutions based on new information. Creates strategies that demonstrate customer focus and knowledge of the business at hand while leaving room for innovation and agile execution.
- Drive for Results: Drives high performance with unwavering commitment. Passionately persists in the face of adversity and change. Tracks progress and holds self and others accountable for results. Comfortably shifts short-term strategies when necessary in order to accomplish long-term objectives.
- Relationship Building and Management: Recognizes and responds effectively to the impact of their behavior on others. Uses this understanding to pursue and build authentic relationships with Rackers and customers. Creates an environment of trust enabling others to be open and vulnerable.
- Growth Orientation: Exhibits a growth mindset that quickly shifts ways of thinking and operating. Maintains strong self-awareness of capabilities and impacts on others. Is a passionate advocate for their own and acts as a catalyst for change.
- Communication: Articulates the Rackspace story focusing on our value proposition through the lens of customers and the marketplace. Inspires action by conveying a compelling vision and purpose in meaningful messages. Actively listens and takes care to provide the right people the right information at the right time.
- Collaboration: Focuses on wider business priorities when solving, planning and implementing in order to optimize our collective results. Demonstrates care and wider accountability for others’ success. Displays vulnerable decision making and accepts influence of others for optimal business outcomes.
- Business Acumen: Demonstrates a deep and applicable understanding of how the business achieves its goals and objectives. Is knowledgeable in current and future practices, trends, technology and information affecting the organization. Knows the competition and is aware of how strategies and tactics work in the industry/marketplace.
- Consulting: Understands the problem the customer is trying to solve and then recommends a solution that will specifically address that problem. Engages customers in identifying issues, options and desired outcomes, while keeping the customer’s best interests in mind. Acquires a keen perspective on the customer’s business and operational needs. Uses that broadening view to help resolve more complex and difficult issues, and to anticipate new customer needs.
- Influencing: Exhibits the ability to persuade or convince others to support an idea, recommendation or direction. Understands who the key decision makers are and uses persuasion to gain the support and cooperation from all parties involved to achieve a desired course of action consistent with the organization’s strategic goals and objectives.
- Motivation (Self-Starter): Actively seeks and identifies opportunities to contribute to and achieve goals. Maintains a sense of purpose, value, and ownership of their work and does so independently with little to no direction.
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
- Recognized as "guru" or external expert in a job discipline.
- Requires broad and comprehensive expertise in leading-edge theories, techniques and/or technologies within own field.
Skills
- Able to overcome a high level of resistance that will be encountered early in the sales process.
- Entrepreneurial mindset.
- Real enthusiasm for developing and motivating people to achieve maximum results.
- Outstanding team management skills.
- Outstanding relationship management, negotiation and problem-solving skills.
Education
- Bachelor’s degree in Sales, Marketing, Business or a related field required.
- High School Diploma or General Educational Diploma (GED) required..
Experience
- 15+ years of experience in the field of role required.
- Experience cultivating new business with new and/or existing customers required.
- Successful account management/IB sales experience, incorporating value/service selling in business or marketing experience required.
Travel
- Domestic/international travel required, greater than 50%
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.
- The following information is required by pay transparency legislation in the following states: CA, CO, HI, NY, and WA. This information applies only to individuals working in these states.
- The anticipated starting pay range for Colorado is: 187,200 – 329,230
- The anticipated starting pay range for the states of Hawaii and New York (not including NYC) is: 198,500 – 349,030
- The anticipated starting pay range for California, New York City and Washington is: 218,300 – 383,900
- Unless already included in the posted pay range and based on eligibility, the role may include variable compensation in the form of bonus, commissions, or other discretionary payments. These discretionary payments are based on company and/or individual performance and may change at any time. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location. Information on benefits offered is here.
About Rackspace Technology