Alliance Partner Sales Manager III - West Region (Remote)
United States - Remote•United StatesNorth America•February 21, 2026
Candidate must be seated locally in the state of TX for travel, able to work fully remote.Responsible for driving incremental pipeline opportunities and improving win rates along with reducing churn rates for to channel partners. Tight alignment on sales, product, marketing and commercial. This position will be central and pivotal to driving change and activating a proactive, purposeful, and predictable Go-to-Market across technical, product, sales, and marketing organization in an effort to grow Rackspace revenue through our most strategic partnerships.
Career Level Summary
- Works independently, with guidance in complex situations only.
- Leads projects or programs within a function and may act as a team leader to coordinate activities of other personnel.
- Leads others to solve issues of diverse scope where analysis requires an understanding of current business trends.
- Uses sophisticated analytical thought to exercise judgment and identify innovative solutions.
Key Responsibilities
- Owns channel relationship and is responsible for growing and developing the channel partnership. May own multiple channel relationship or be involved multiple channel
- Evaluate and establish co-selling agreements when possible
- Establish programmatic selling activities with Rackspace sales team and Channel partner sales teams
- Establish and strengthen executive sales alignment by building joint strategic business plans with partners and programmatically drive towards key success metrics.
- Participate in regular interaction with Rackspace peers across other business units as well as executives and sales leadership on activities ranging from strategic go- to-market activities to managing quarterly business reviews.
- Interact with the partner’s customer base to ensure they are successful using our services and are properly enabled to identify and qualify Rackspace opportunities.
- Assist in the development and implementation of partner enablement activities, creating repeatable best practices and measurements of effectiveness.
- Create regional field alignment between RAX Commercial and Enterprise sales teams and Channel sales teams
- Incorporate Tier 1 sales plays with Channel Partners
- Drive co-sell motion via territory mapping
- Conduct enablement of Channel sellers (matrixed with Product)
- Drive incremental pipeline and opportunities
- Reduce direct churn rates to channel partners
- Decisions impact the achievement of customer, operational, program or service objectives.
- Demonstrates strong judgment and creativity in selecting methods and techniques for obtaining solutions.
- Works on significant and unique issues where analysis of situations or data requires an evaluation of intangibles.
- Solves complex problems and takes a broad perspective to identify innovative solutions.
- Completes strategic work, using learning and creativity to resolve new situations.
- Actions are guided by policies, resource requirements, budgets and the area business plan.
- Leads the analysis and solution of business problems regarding operations, products, services or customers.
- Analyzes information, asks questions and checks for understanding using learned techniques and applying creativity in new situations.
- Applies acquired skills and experience to complete complex tasks.
- Works independently, with guidance in complex situations only.
- May provide guidance and training to new team members.
- Decisions impact the achievement of customer, operational, program or service objectives.
- Contributions often result in business or process improvements.
- Actions are guided by personal goals and objectives.
- Works on significant and unique issues where analysis of situations or data requires an evaluation of intangibles.
- Leads others to solve issues of diverse scope where analysis requires an understanding of current business trends.
- Uses sophisticated analytical thought to exercise judgment and identify innovative solutions.
- Expected to weigh multiple options and outcomes, considering impact within and outside of client group and business function. Typically resolves issue independently utilizing input from peers and superiors.
- Uses specialized expertise in one or more areas to interpret internal or external business issues and recommends best practices.
- Networks with key internal and external contacts, developing strong relationships outside of specialty field.
- Channel Metrics: Sourced vs. Influenced, Conversion Rates (MQL to Opp), Closure Rates (Opp to Close), Direct churn saves
- Sales Leadership: Ability to articulate a clear vision of the future state, outlining the steps required to get there, and secure the commitment of the partner and Rackspace to meet quarterly objectives (solution development, pipeline, revenue generation). Establish a governance and cadence model with leaders.
- Business Planning: Define and execute sales strategy for AWS, Microsoft, VMware and/or Google
- Channel Partner Knowledge: Strong understanding of the partner, including partner economics, solution development, processes to take a solution to market and successful partner management. Understands partners’ sales and sales management goals and objectives, and what influences behavior. Growth in leading sales and channel teams and understands collaborative relationship that must exist to grow the business.
- Program Knowledge: Strong understanding of channel and channel partner programs. Partners with Rackspace sales teams to implement our program offerings and assures Rackspace is provider of choice for our ecosystem partners.
- Collaborative: Works collaboratively with all supporting technical integration, marketing, field sales and channel support organizations to ensure all organizations understand what we are trying to accomplish and the importance of their role / organization in our success.
- Presentation Skills: Skilled communicator and effective at delivering executive level presentations. Ability to build and manage Director VP+level relationships.
- Conflict Resolution: Able to surface and resolve breakdowns in commitment and drive behavior changes required.
- Utilize business relationship skills, such as negotiating with customers or management, or using influencing skills with senior level leaders regarding matters of significance to the organization.
Knowledge
- Experienced professional using best practices and knowledge of internal or external business issues to improve products or services.
- Requires specialized expertise in own job family/discipline and working knowledge of other related job families/job disciplines.
- Applies understanding of the industry and how own area contributes to the achievement of objectives.
- Advanced knowledge of the Rackspace product portfolio
- Deep Knowledge and application of go-to-market strategy with external partners
Skills
- Strong internal motivation to achieve goals and objectives. Strong organizational skills. Agility to operate successfully in a fast-paced, collaborative environment.
- The ability to work effectively at all levels within a high-growth, fast-paced environment and drive results
- Demonstrable ability to apply logical thinking and reasoning to a challenge or problem.
- A passion for customer service with a contagious enthusiasm and energy
- Deep understanding of the sales and marketing processes, procedures and systems used to accomplish the work.
- Applies understanding of how the partner function relates to other areas in sales, marketing, support, operations, and finance to improve efficiency and effectiveness of own performance.
- Attention to detail and quality of own work and that of your team
- Ability to negotiate and build strong business partnerships both outside and within the organization.
- Flawless execution in Executive level communications
- Relationship management with various internal and external stakeholders
- Ability to design and execute co-sell strategies, obtaining input from partners to gain consensus and acceptance of achievements and target completion dates for all deliverables
Education
- Sales accreditation or certification in Channel platform strongly required
Experience
- Requires 12+ years of progressive professional sales experience in channel/partner sales, partner development, and go-to-market strategies experience.
- A track record of success in all facets of sales, lead generation, follow up, pipeline management, and closing.
- Proven sales and business development experience preferably within the ICT/Managed Service and Hosting arena (e.g. IT/software services, web/application/platform hosting, managed services, datacentre, SAAS, Cloud computing, Co-location, ISP)
- Strong organizational skills are required with documented success in maintaining revenue generating business relationships in a Partner Network Program.
- Experience with managing relationships with disparate groups and creating working teams for key initiatives, working across functions to deliver programs and initiatives on-time and on budget