Senior Client Executive NoLA Monterrey

Drives the full sales cycle to both win and grow share of wallet in strategic accounts for Rackspace. Utilizes industry and strategic knowledge to acquire new customers and drive new footprint in large, complex, strategic, business changing deals. Develops deep relationships with strategic customers and prospects, gaining knowledge and understanding of industry challenges and long and short-term objectives in order to present viable IT solutions and create net promoters. Leverages an established network of references to win credibility. Navigates and manages a 6 - 24 month sales cycle to keep Rackspace focused on winning and growing the business relationship in a sustainable manner. Lives and demonstrates Rackspace’s core values in the sales arena.

Key Responsibilities

• Responsible for full sales cycle from lead to close.
• Builds and owns account plans, including pursuit plan, timeline, deliverables, and goals, for named prospects and strategic accounts assigned to them.
• Builds and owns integrated portfolio plan to prioritize activities targeted at prospects and customer base.
• In partnership with regional sales manager, finalize named prospect list, providing input into additional strategic pursuits within territory that align with overall Rackspace competitive strategy.
• Coordinate with Marketing and BDRs to select targeted marketing plays to run for sales plays.
• Lead sales process for all Rackspace solutions, particularly large, complex, multi- cloud pursuits requiring cross functional collaboration.
• Conduct targeted outbound prospecting within assigned accounts. Collaborates with sales support on outbounding efforts and lead generation activities.
• Engage potential client to understand high-level needs and verify right fit for Rackspace solution and to qualify leads based on set framework.
• Performs proactive assessments of how well Rackspace solutions meet the customer requirements and what customization would be required; presents the assessment to customers as part of the sales process.
• Lead efforts to create proposal for solution to prove value add. Provides customers with Rackspace product offering based on facts and an understanding of their current/future business needs and objectives.
• Develops and delivers innovative strategies that benefit customers and/or clients.
• Develops and nurtures relationships with key stakeholder to drive decisions that result in the close of the sale.
• Leads the negotiation, closure, and documentation of customer contracts and renewals.
• Recognized as an expert within Rackspace.
• Proactively identifies and participates in the resolution of complex problems that impact the direction of the business
• Identifies opportunities to create promoter Partners & Customers and works to identify new ways to leverage our product set in order to delight them.
• Cultivates and maintains strong relationships with Support Teams, Account Managers and Sales Support Teams.
• Works closely with Sales Engineers, Technical Sales Reps to perform in depth assessment of customer needs and infrastructures.
• Utilizes business relationships to drive new opportunities.
• Sales Cycle
• 6 - 24 Months
• Hunter and Farmer role - acquires new customers and grows share of wallet in won customer base.
• Medium to large Enterprise segment customers.
• Customer centric mindset, with the ability to interface with support team daily.
• Moderate to highly complex configurations.
• Sells to high-level, majority of interactions with C-suite management.
• Decisions impact the direction of and resource allocation for unit operations and could impact overall business activities.
• Identifies and resolves unique situations of substantial significance in field of expertise or knowledge.
• Applies ingenuity and creativity to problem analysis and resolution in complicated and/or novel situations.
• Uses independent judgment to determine methods, techniques and evaluation criteria for obtaining.
• Drives cross-functional collaboration to give potential customers a seamless experience across Rackspace through sales, implementation and onboarding, and Account Management hand-off.
• Gathers and collaborates with internal resources (Specialist Sellers, Portfolio Architects, Specialized Architects, Pro Serv) so that consistent, aligned solutions are presented to potential customers.
• Recommends resource allocation to ensure right level of subject matter expertise.
• Builds and manages relationships with senior client leaders at assigned accounts to influence the client’s strategic and purchasing decisions.
• Networks with key stakeholders and executives external to the specialty area.
• Meets or exceeds sales targets.
• Meets or exceeds pipeline targets.
• Ensures documentation necessary for the deal is properly maintained and updated and provides leadership updates on status, resources, and financial information.
• Creates advocates out of clients by delivering fanatical customer experience and leverages client advocates to drive additional sales.
• Ensures all relevant data and reporting into CRM in timely fashion.
• Conducts analysis of pursuits and develop best practices.
• Shares knowledge with stakeholders in strategic pursuit, support, and sales organization.
• Influences the sales process through leadership consultation and real-world examples.

Knowledge

• Business knowledge to understand customer needs and strategy and apply the value of Rackspace solutions to their specific situation.
• Demonstrates assimilation of experience and business savvy necessary to interact directly with CTO, CIO, VP and other senior roles within the customer organization.
• Possesses business connections to gain access to new customers through self- directed referrals and customer penetration activities.
• In-depth expertise and/or breadth of knowledge of own job family and of other job families within the job function.
• Able to anticipate business and industry issues and recommend new and innovative approaches to respond.
• Able to effectively communicate over the phone, through email, and face-to-face. Strong presentation, written and verbal communication skills.
• 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 CTO level to front-line technical support.
• Goal oriented with superior work ethic.
• Advanced knowledge to build relationships and drive outcomes with internal and external stakeholders in technical and business roles.
• Able to navigate the internal politics of the customer by developing and acting as an executive or C-level coach
• Demonstrated ability to create and present winning arguments to the board level and investors.
• Effective time management skills and the ability to work numerous projects at the same time.
• 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.
• Ability to influence and mentor partners, peers, and subordinates within the sales and support teams to encourage professional and personal growth.

Education

• Bachelor’sDegreeinSales,Marketing,Businessorarelatedfieldrequired

Experience

• Requires 15+ years successful B2B sales experience, including a minimum of 10 years in Hosting, Cloud Computing (SaaS, PaaS, IaaS), Services, Apps, and/or Security.
• Successful account management/IB sales experience, incorporating value/service selling in business or marketing required.
• Experience in all facets of sales: outbound lead generation, follow up, pipeline management, training, and closing skills required.
• Documented success in closing revenue generating business and successful history working under a quota required.
• Previous strategic selling experience required

Travel

• Lives in market, expected to be out of home-office with customers 60-80% travelling.

Work mode: Work from HomeJob Location: Monterrey#LI-JR1#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.