Managed Cloud Alliance Manager - HK (AWS, Azure, GCP)

JOB DESCRIPTION:In this role, you will have the opportunity to help shape and execute a strategy to build mindshare and growth of RXT Managed Public Cloud. This includes setting and executing the alliance strategy, increasing pipeline velocity and ensuring Rackspace is #1 managed cloud provider in North Asia.    In collaboration with the Rackspace core sales teams, you will drive new logo acquisition and revenue growth across a broad set of prospects and customers. You will interact with established yet very fast-moving customers eager to adopt Managed Cloud for their mission critical applications within a very short time frame. JOB REQUIREMENTS:Key Accountabilities·        Work with all sales teams to qualify, drive and deliver the Managed Cloud service on a variety of opportunity and account sizes (Mid-Market, and Enterprise)·        As a key member of the business development and growth team, ensure success in discussing how to build and migrate applications, software and services on the Cloud.·        Define strategy, joint value proposition and business plan for success with key regional Alliance partners.·        Govern key stakeholders through a mixture of business plan updates, metrics based reporting and regular cadences.  ·        Manage organizational alignment between Rackspace and key partners at all levels of seniority. ·        Help educate customers of all size on the value proposition of Managed Cloud and participate in customer workshops.·        Conduct one-to-few and one-to-many training sessions to transfer commercial skills to customers considering using Managed Cloud.·        Capture and share best-practice knowledge amongst the Managed Cloud technical and partner communities.·        In collaboration with the core sales teams, you will drive revenue growth across a broad set of customers·        Build relationships with senior individuals within customer accounts to enable them to be “Cloud advocates”.·        Act as a liaison between customers, sales, service engineering teams and support.·        Participate in regular forecasting activities and joint ‘go-to-market’ strategy discussions with ALLIANCE PARTNERS regional and national partner development managers and sales executives·        Liaise with North Asia Managing Director/South Asia Managing Director to assist in monthly and quarterly forecasting ·        Attendance at all Cloud partner events, and Rackspace led Cloud events·        Work with local marketing teams to shape the Managed Cloud message and marketing eventsCreate new pipeline from partner sellers and utilizing knowledge of the partners programs, cloud consumption and customer priorities, accelerate the pipeline through mainline sales representatives and account management team·        Provide feedback to senior global product and strategy team·        Work closely with and assist in the positioning and delivery of professional services, that are above and beyond the standard managed Cloud offering·        Customer facing skills that allow you to represent Managed Cloud well within a customer’s environment and drive discussions with senior personnel regarding trade-offs, best practices, and risk management·        The role involves regular travel within the Asia region for customer meetings and meeting with regional Cloud sales executives and partner development managers. Estimated travel is 20%.·        The role involves Weekly (out of hours) calls with US management team, growth team and international counter-partsKey Performance Indicators KPIs Include (not limited to): ·        Monthly target achieved through successful execution of sales opportunities, account penetration and new customer acquisition. ·        Pipeline growth and management across the sales team·        Sourced opportunities from Alliance partners·        Typical duration of sales cycles should be 2-6 months ·        KPIs, documentation, process tracked via Salesforce.comMAIN CONTACTS (external/internal):Sales Management – daily Internal Sales – daily for lead generation and administrative supportSolutions Engineers – daily - RFI’s, RFQ’sChannel Sales & Marketing – daily – lead generationBid team – as required Customers & Prospects – dailyRackspace Executive – as requiredPERSON SPECIFICATION:   ·        Professional Sales training and sales process knowledge (e.g. Spring, Scotsman, Miller Heiman, CCV, VBS)·        Educated to degree level or equivalent and/or relevant commercial experience.·        Experienced in selling Cloud or a hosted platform and expected expertise around Cloud product, Cloud architectural best practices, consumption models and pricing·        Experience working with the Cloud technology stack including relevant Cloud sales certifications & accreditations to demonstrate their understanding.  ·        Multiple years of experience positioning Cloud technology to the Mid-Market and Enterprise market·        A demonstrated ability to think strategically about business, product, and technical challenges. ·        Excellent ability to connect technology with measurable business value ·        Superior negotiation and effective follow-up skills·        Sales led mentally with the ability to respond and work under pressure, whilst naturally carrying a sales quota.·        Strong time management skills and an ability to prioritise opportunity on short, medium and long term horizons.·        Strong communication skills to allow them to present through WebEx, face to face meetings and via the telephone with potential clients.#LI-JB1#LI-RemoteAbout 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.