Account Executive (US Remote)

Specializes in owning the customer relationship with a focus on growing existing customer spend and footprint, understanding customer issues and facilitating resolution, and ensuring customer retention and positive experience. Owns the client relationship for all growth and delivery for assigned customer base. Partners with customers and internal resources to address critical priorities. Develops deep relationships based on understanding customer business needs and strategy to act as a true partner for creating and servicing IT infrastructure solutions. Leverages subject matter experts to provide and support product solutions. Responsible for adhering to company security policies and procedures and any other relevant policies and standards as directed.

Requirements and Skills

• Requires in-depth conceptual and practical knowledge in own job discipline and basic knowledge of related job disciplines.
• Has knowledge of best practices and how own area integrates with others; is aware of the competition and the factors that differentiate them in the market.
• Requires in-depth conceptual and practical knowledge in own job discipline and basic knowledge of related job disciplines.
• Solves complex problems.
• Able to effectively communicate over the phone, through email, and face-to-face.
• Able to communicate the same message in a different way to both technical and business-oriented people.
• Superior ability to adapt messages to stakeholders at all levels of the company, from the CTO level to front-line technical support.
• Strong presentation, written, and verbal communication skills.
• Goal-oriented with superior work ethic.
• Able to influence others in decision-making.
• Superior negotiation skills and the ability to negotiate with many personality types.
• Effective time management skills and the ability to work on numerous projects at once.
• Strong problem-solving skills and a high level of patience and the ability to nurture.
• Able to develop and manage internal and external business relationships of various temperaments, talents and convictions.
• Proven ability to successfully influence at all levels within an organization, particularly at the executive level.
• Always does what is right for the customer—relentlessly customer-focused.
• Works independently and receives minimal guidance.
• May lead projects or project steps within a broader project or may have accountability for ongoing activities or objectives.
• Acts as a resource for colleagues with less experience.
• Level at which career may stabilize for many years or until retirement.
• Customer Knowledge: Capitalizes on a deep understanding of current customers’ organization structure, business processes, strategic objectives, and challenges in order to anticipate and meet customer needs.
• Relationship Management: Cultivates relationships with broad groups inside the organization (e.g., leadership team, business partners) and externally with key constituents, partners, and allies (e.g., government, industry groups); provides recommendations for managing challenging relationships.
• Strategic Sales Planning: Manages a pipeline of long-term or high-priority accounts by anticipating future demand and ensuring sales goals are met.
• Negotiation and Influence: Persuades others by supporting ideas with logical arguments/data, recognizing what information to share and when to share it; builds support to resolve issues and achieve the most favorable outcome for the company.
• Technical Knowledge of Products: Demonstrates knowledge of market segments as well as market data trends and makes recommendations accordingly.
• Systems Thinking: Leads collaboration with key stakeholders and contributes subject matter expertise to develop unique solutions to complex issues.

Responsibilities

• Other Incidental tasks related to the job, as necessary.
• Guides customer satisfaction, account retention, and growth by collaborating with clients and internal teams.
• Develops strong relationships with executives and influencers to expand and implement effective enterprise-wide strategies.
• Owns forecasting and account planning on a monthly/quarterly/annual basis.
• Leads sales process for all Rackspace solutions.
• Seeks new opportunities within existing accounts.
• Meets virtually with qualified leads to better understand customer needs and provide proposals.
• Leads efforts to create proposals for solutions to prove value add.
• Leads the negotiation, closure, and documentation of customer renewals for customers.
• Works with Customer Success Manager to invest in higher service levels for a customer with low MRR but high wallet and to identify and pursue opportunities for upgrades, cross-selling, and upselling.
• Creates advocates out of clients by delivering fanatical customer experience and leverages client advocates to drive additional sales.
• Utilizes and updates CRM tools to track all pertinent account information and sales progress as well as forecast and prioritize to achieve quarterly goals.

Experience

• Bachelor's degree required. At manager discretion, an equivalent combination of experience and education may be considered.
• 5 - 7 years of B2B sales and customer account management experience required.
• Successful account management/IB sales experience, incorporating value/service selling in business or marketing required.
• Documented success in closing revenue-generating business and successful history working under a quota required.
• Track record of overachievement on goals and quotas required.
• Demonstrated success in exceeding sales targets using a consultative, solutions-focused approach required.
• Experience in all facets of sales: outbound lead generation, follow up, pipeline management, training, and closing skills required.

Are you a Racker?Rackers thrive in fast-paced environments built to inspire learning, growing, and innovating.  They are mission-inspired, values-grounded, culture-focused, and dedicated to making a positive impact in everything they do.  Rackers are inherently wired to solve problems and share ideas in small, nimble teams.  As experts in what they do, Rackers are serious about delivering a Fanatical Experience™ to our customers. Rackers are valued members of a winning team on an inspiring mission and we want you to join the Racker family! Why work at Rackspace Technology?Find your fanatical. We deliver the best customer experience in the industry to businesses that perform life-saving research, power cities, and feed millions. Come as you are. Cultivating inclusion is not just the right thing to do, it enables us to win. Our Executive Inclusion Council and Racker Resource Groups (RRGs) partner to enable an inclusive workplace and drive initiatives such as Rackspace’s participation in the annual Texas Conference for Women. Satisfy your curiosity. No matter where you are going, we can help you get there. Our internal learning department, Rackspace University®, provides training and development to Rackers – from Microsoft™ certifications to effective leadership training – our goal is to help you grow. Make a difference. At the core of every Racker is a drive to leave the world better than we found it, and we are passionate about giving back to our communities across the globe. While Rackers can leverage paid volunteer time off for any cause, our Rack Gives Back program creates opportunities for Rackers to give their time and talent to others. Live life completely. We offer a well-rounded suite of health and wellness programs that help our Rackers achieve a healthy and balanced lifestyle. So while our Rackers are busy taking care of our customers, we take care of our Rackers.  #LI-Remote #LI-MJ1“The following information is required by the Colorado Equal Pay Transparency Act and applies only to individuals working in the state of Colorado. The anticipated starting pay range of Colorado applicants for this role is 86,600 – 138,500.  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 TechnologyWe 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 TechnologyThough 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.