Senior Microsoft 365 Account Representative

Responsible for driving new and Installed Base Cloud Office sales for Rackspace technologies. Technically supports mainline sellers by driving Microsoft Productivity opportunities. Responsible for carrying out Cloud Office businesses within customer base.

Career Level Summary

• Has become mostly autonomous but still relies on manager for guidance on work.
• May provide guidance and training to new team members.

Key Responsibilities

• Coordinates with Account Manager to build simplified account plans
• Coordinates with Marketing, Account Manager, and SDR to determine targeted marketing plays.
• 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 proposal for solution to prove value add
• Leads the negotiation, closure, and documentation of customer renewals for customers.
• Experienced professional using best practices and knowledge of internal or external business issues to improve products or services.
• Works independently, receives minimal guidance, only general direction from manager then determines best approach to accomplish work.
• Acts as a resource for colleagues with less experience.
• Sales Cycle1 - 3 Months
• Small Business segment customers overlapping into MidMarket segment.
• Customer centric mindset, with the ability to interface with support team on a daily basis.
• Simple to moderately complex configurations
• Sells to mid to upper-level management.
• Decisions impact the quality, efficiency and effectiveness of own team.
• May impact closely related teams through quality of output and service provided.
• Adopts and implements business and process improvements.
• Works on complex problems of diverse scope where analysis of data requires evaluation of identifiable factors.
• Demonstrates good judgment in selecting methods and techniques for obtaining solutions.
• 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.
• Networks with internal and external contacts; recognizes the importance of relationships outside of specialty field.
• Shares knowledge with stakeholders in strategic pursuit, support, and sales organization.
• 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.

Knowledge

• Knowledgeable in professional sales training and sales process.
• Business knowledge to understand customer needs and strategy and apply the value of Rackspace solutions to their specific situation.
• Requires general understanding of the processes, procedures and systems used to accomplish the work and familiarity with the broader underlying concepts in own job family/job discipline.
• Applies understanding of how the team relates to other closely related areas to improve efficiency of own work.
• Possesses superior follow up skills with the ability to respond under pressure.
• Able to effectively communicate over the phone, video, through email, and face-to- face.
• Strong presentation, written and verbal communication skills.
• Goal oriented with superior work ethic.
• Proven territory development skills.

Education

• Bachelor's Degree required; Sales, Marketing, Business or a related field.
• At the manager’s discretion a High school diploma or equivalent plus an additional 4 years of relevant sales experience may substitute for the degree requirement

Experience

• 3-5 Years of B2B Sales experience in Cloud Computing (SaaS, PaaS, IaaS), Services, Apps, and/or Security.
• Experience with outbound sales activities.
• Experience cultivating new business with new customers.
• Internal; Requires 4 - 6 years professional sales and account management experience, including a minimum of 3 years of progressive experience in Rackspace or a direct competitor's sales organization

Physical Demands

• General office environment.
• May require long periods sitting and viewing a computer monitor.
• Moderate levels of stress may occur at times.
• No special physical demands required.

Travel

• Minimal travel required based on account activity.

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.

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-BO1  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.