Rackspace

Drives the full sales cycle to both win and grow share of wallet in strategic accounts for the AWS Public Sector Team focused on State, Local Government, and higher education (SLED). Generates own opportunities for creating and nurturing relationships with Amazon Account Executives, and Partners Sales Managers, along with Rackspace Account Executives and Regional Vice Presidents to work on generating Product-led pipeline. Engage in solution-based selling with customers looking for sales/service/marketing solutions. Proficient level understanding of consulting and professional services. Acts independently with experience and appreciation for professional services to understand the technology platform. Architect high-level solutions as part of assembling an overall estimated cost of services for implementation. Acts as a technical expert within the organization to contribute to the development of technical presentations and product strategy. Navigates and manages a 6 - 24 month sales cycle to keep Rackspace focused on winning and growing the Public Sector business relationship in a sustainable manner. Lives and demonstrates Rackspace’s core values in the sales arena. <b>This role must be based in Sacramento, CA.</b><ul><ul><li>Acts independently,  operates as the CEO of your geographical coverage driving bookings and revenue results within Public Sector</li><li>May provide direction and/or informal leadership in the activities of others. </li><li>Has experience selling into the SLED &amp; Higher Education markets</li><li>Leads others to solve issues of diverse scope where analysis requires an understanding of current business trends. </li><li>Uses sophisticated analytical thought to exercise judgment and identify innovative solutions. Uses independent judgment to determine methods, techniques and evaluation criteria for obtaining resolution of issues.</li></ul></ul><h3>Critical Competencies</h3><ul><ul><li>Strategic Agility </li><li>Relationship Building and Management </li><li>Growth Orientation </li><li>Communication </li><li>Collaboration </li><li>Business Acumen </li><li>Consulting </li><li>Influencing </li></ul></ul><h3>Key Responsibilities</h3><ul><ul><li>Responsible for full sales cycle from lead to close in the AWS SLED market space. </li><li>Builds and owns account plans, including pursuit plan, timeline, deliverables, and goals, for named prospects and strategic accounts assigned to them. </li><li>Builds and owns integrated portfolio plan to prioritize activities targeted at prospects and customer base. </li><li>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. </li><li>Coordinate with Marketing and BDRs to select targeted marketing plays to run for sales plays. </li><li>Lead sales process for all Rackspace solutions, particularly large, complex, multi-cloud pursuits requiring cross-functional collaboration. </li><li>Conduct targeted outbound prospecting within assigned accounts. Collaborates with sales support on outbound efforts and lead generation activities. </li><li>Engage potential client to understand high-level needs and verify right fit for Rackspace solution and to qualify leads based on set framework. </li><li>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. </li><li>Lead efforts to create proposals for solutions to prove value add. Provides customers with Onica by Rackspace solution product offering based on facts and an understanding of their current/future business needs and objectives. </li><li>Develops and nurtures relationships with key stakeholders to drive decisions that result in the close of the sale. </li><li>Leads the negotiation, closure, and documentation of customer contracts and renewals. </li><li>Recognized as an expert within SLED team at Rackspace. </li></ul></ul><h3>Education/Requirements </h3><ul><ul><li>Bachelor’s degree in Sales, Marketing, Business, or a related field required. Equivalent combination of education &amp; experience may be considered at manager discretion.</li><li>Requires 7-10+ years of successful SLED sales experience, including a minimum of 7-10 years in Hosting, Cloud Computing (SaaS, PaaS, IaaS), Services, Apps, and/or Security experience. </li><li>Prefer successful account management sales experience, incorporating value/service selling in business or marketing experience. </li><li>Ideally 4+ years of experience in the Amazon AWS ecosystem either in Sales, Pre-Sales or Service Delivery </li><li>Lives in the market, expected to be out of home office with customers 60 - 80% traveling.</li><li>Requires in-depth expertise and/or breadth of knowledge of own job family and of other job families within the job function. </li><li>Able to anticipate business and industry issues and recommend new and innovative approaches to respond. </li><li>Architect high-level solutions as part of assembling an overall estimated cost of services for implementation. </li></ul></ul><b>Are you a Racker?</b>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! <b>Why work at Rackspace Technology?</b><i>Find your fanatical</i>. We deliver the best customer experience in the industry to businesses that perform life-saving research, power cities, and feed millions. <i>Come as you are</i>. 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. <i>Satisfy your curiosity</i>. 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. <i>Make a difference</i>. 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. <i>Live life completely</i>. 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.<b>Pay Transparency</b>For applicants working in California, we are excited to share the base salary ranges for this position exclusive of fringe benefits or potential bonus. The successful candidate’s starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions.  The anticipated starting pay range of California $202,100–$355,410. These ranges for candidates may be modified in the future. Unless already included in the posted pay range and based on eligibility, the role may include variable compensation in the form of bonus, commissions, or other discretionary payments. These discretionary payments are based on company and/or individual performance and may change at any time. 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 <a href="https://rackspace.jobs/benefits/" rel="noopener noreferrer nofollow ugc" target="_blank">benefits</a> offered is here.  #LI-DNI<b>About Rackspace Technology</b>We 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.  <b>More on Rackspace Technology</b>Though 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.

Sacramento

Senior AWS Sales Executive (Public Sector)

Inductive Automation

About Inductive AutomationInductive Automation is an innovation company. We are champions for industrial automation software, and we believe in building sensible solutions that provide value for our customers. Our workforce shares a passion for technology. We’re on a collective mission to enhance industrial operations with some sweet software and infuse workplaces with easy-peasy processes. In fact, our mission statement is to empower our customers to swiftly turn great ideas into reality by removing all technological and economic obstacles. We also care greatly for our teams who develop and deliver those solutions, and we believe they deserve our full support. That's why diversity, fun, and open-mindedness are ingrained into our work culture. We find this work-life balance inspires teams to do their best work and empowers people to live their best lives.We are currently looking for a Cyber Security Engineer! The Cyber Security Engineer plans and designs security solutions and capabilities that enable the organization to identify, protect, detect, respond, and recover from cyber threats and vulnerabilities. They will define and develop security requirements using risk assessments, threat modeling, testing, and analysis of existing systems. The Cyber Security Engineer will utilize a variety of security information and event management (SEIM), data loss prevention (DLP), intrusion prevention systems (IPS), and other tools in designs. They will keep up with the latest intelligence from law enforcement and other sources of cyber threat information.
<h3>Responsibilities </h3>
<ul>
<li>Performing security audits and checking compliance with information security policies</li><li>Developing reporting and remediation strategies for vulnerabilities/misconfigurations identified in the enterprise devices or websites</li><li>Assisting in the development and documentation of security architecture, policies, standards, and procedures </li><li>Evaluating and implementing effective security technologies and architecture in consultation with the technical teams</li><li>Supporting and consulting with product and development teams in the area of application security</li><li>Investigating new security threats and market trends</li><li>Investigating and respond to security incidents</li></ul>
<h3>Requirements</h3>
<ul>
<li>Bachelor’s degree in IT / Information Security or related studies</li><li>2-7 years of working experience in an engineering security role</li><li>Experience with cloud security architectures/services (specifically in AWS)</li><li>Experience with security tools like NIDS, SIEM, EPP, EDR, NDR,PAM, CASB, etc.</li><li>Ability to prioritize, plan and balance the workload</li><li>The ability to work independently and as part of a team and have a hands-on mentality</li><li>Have a strong security mindset and have the desire to expand your knowledge and qualifications in information security</li><li>Python, Bash, or other scripting languages a big plus</li></ul>Benefits and Perks100% Covered Health Care: Don’t pay a dime for your medical, dental, and vision insurance.Remote Flexibility: Work from home, in our beautiful office, or a combination of both. It’s up to you.Work/Life Balance: Create a work schedule that fits your needs.Paid Time Off: Receive paid holidays, vacation, and sick time.401k with Match: Save for the future with our company-matching 401k programWorld-Class Headquarters: While on-site, enjoy complimentary snacks and beverages, then challenge a friend to a game of pool, table tennis, shuffleboard, or foosballInductive Automation, LLC is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, age, sexual orientation, gender identity, and status as a protected veteran or individual with a disability. Verification of US employment eligibility required.At this time, we are unable to offer employment for individuals located outside of the United States and/or those who require sponsorship for employment visa status (e.g., H-1B visa status). We know you've got a lot of options when seeking an employer where your skills and talents will shine, so we really appreciate that you considered us.

Folsom

Cyber Security Engineer

Specializes in identifying, developing, and closing opportunities with new or existing customers that deliver incremental profitable growth and positive customer experiences. Owns and develops customer relationships, collaborating with both customers and internal resources to address customer and company priorities. Leverages subject matter experts and provides solutions aligned with business-unit priorities to satisfy customer needs. Responsible for the full sales cycle, from winning new customers to growing share of wallet in targeted existing customers for Rackspace. Utilizes industry knowledge to differentiate Rackspace and to acquire new customers and drive new footprint. Builds deep relationships with strategic customers and prospects, presenting viable IT and business solutions. Utilizes an entrepreneurial mindset to develop a hunting list of target customers aligned with Rackspace's multi- cloud solutions. Engages with C-suite executives, leveraging executive presence and emotional intelligence to understand customer challenges and competitor behavior to translate technology into impactful business solutions. Plans and executes pursuit and win strategies for specified opportunities, leads account reviews, and provides support to ensure successful development and implementation of strategic account plans, all while embodying Rackspace's core values in the sales arena. Higher-levels responsible for large deal business development and retention of strategic new customer acquisitions and high-value existing customers to generate sustainable revenues in line with business objectives.<h3>Career Level Summary</h3><ul><ul><li>Recognized as an external thought leader within a strategic organization function or job discipline and requires broad and comprehensive expertise in leading-edge theories, techniques and/or technologies within own field</li><li>Proactively identifies and solves problems that impact the management and direction of the business</li><li>Contributes to the development of the organizational function strategy or product or business strategy</li><li>Progression to this level is typically restricted on the basis of individual capabilities and business requirements</li></ul></ul><h3>Critical Competencies</h3><ul><ul><li>Excellence: Exceeds expectations by consistently demonstrating accountability, discipline, high performance, and a proven track record of exceptional results.</li><li>Customer-driven: Prioritizes customer needs and satisfaction through collaborative and proactive problem-solving, and an unwavering commitment to customer success.</li><li>Expertise: Possesses deep understanding of customer needs and continually grows and enhances skills to provide customer-focused solutions.</li><li>Agility: Quickly adapts and responds to dynamic customer needs and expectations through innovative solutions.</li><li>Compassion: Cultivates a positive and supportive environment to effectively work together towards a common goal, fostering trust within Rackspace and with external stakeholders.</li></ul></ul><h3>Key Responsibilities</h3><ul><ul><li>Other Incidental tasks related to the job, as necessary.</li><li>Take overall consultative sales leadership for the new business and/or customer relationships with a select base of high value customers.</li><li>Create and implement account development strategies that succeed in exploiting the full business potential of the customer base, in line with business targets and objectives (Annual revenue, account growth through new business (MRR), Army of Promoters (NPS)</li><li>Maintain and agree a twelve-month business account plan, forecast and appropriate reporting framework.</li><li>Understand and position the whole product portfolio, including cloud and applications services to ensure future growth and retention.</li><li>Develop close relationships at every appropriate level and fully understand the business, buying and decision-making process of the accounts.</li><li>Build strategic relationships and Rackspace credibility within the target organization and comfortably engage at all levels of the Customer’s leadership team.</li><li>Proactively seek opportunities to create new revenue streams including joint Business Development activity for new and/or existing enterprise accounts.</li><li>Front all negotiations and tender submissions and facilitate and manage key communications between the company and the Customer to the highest professional standards.</li><li>Maintain a high awareness and knowledge of corporate market, industry and internal activities to ensure that all business opportunities are identified, considered and implemented appropriately.</li><li>Work with channel and sales reps to create and support the execution of joint business plans with key partners to drive profitable revenue and new customer acquisition for Rackspace Hosting</li><li>Responsible for adhering to company security policies and procedure as directed.</li><li>Installed base growth - revenue.</li><li>Execution of new sales opportunities - MRR</li><li>Access to new departments / divisions</li><li>KPIs, documentation, process tracked via Salesforce.</li></ul></ul><h3>Knowledge</h3><ul><ul><li>Focused on Professional Services - emphasis in cloud is a positive.</li><li>Consultative selling</li><li>Cloud solutions with emphasis on AWS and Azure</li></ul></ul><h3>Skills</h3><ul><ul><li>Client/Customer Service</li><li>New Account Acquisition Skills</li><li>Strong verbal communications</li><li>Excellent listener</li><li>Data-driven Decision Making</li><li>Analytical Skills</li><li>Negotiation Skills</li><li>Buying Process Skills</li><li>People Management</li><li>Public Speaking</li><li>Presentation Building</li></ul></ul><h3>Education</h3><ul><ul><li>High School Diploma or regional equivalent required</li><li>Bachelor's Degree required, preferably in field related to role. At the manager’s discretion, additional relevant experience may substitute degree requirement</li><li>A plus but not necessarily a must - AWS and Azure Certificates in sales training</li><li>Other recent certificates in cloud technology training</li></ul></ul><h3>Experience</h3><ul><ul><li>15+ years of experience in the field of role required</li></ul></ul><h3>Travel</h3><ul><ul><li>Local travel up to 90%</li></ul></ul><h3>Disclaimer</h3><ul><ul><li>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.</li></ul></ul><b>Are you a Racker?</b>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! <b>Why work at Rackspace Technology?</b><i>Find your fanatical</i>. We deliver the best customer experience in the industry to businesses that perform life-saving research, power cities, and feed millions. <i>Come as you are</i>. 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. <i>Satisfy your curiosity</i>. 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. <i>Make a difference</i>. 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. <i>Live life completely</i>. 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-CM1 •        The following information is required by pay transparency legislation in the following states: CA, CO, HI, NY, and WA. This information applies only to individuals working in these states. •        The anticipated starting pay range for Colorado is: <i>187,200 – 329,230</i>•        The anticipated starting pay range for the states of Hawaii and New York (not including NYC) is: <i>198,500 – 349,030</i>•        The anticipated starting pay range for California, New York City and Washington is: <i>218,300 – 383,900</i>•        Unless already included in the posted pay range and based on eligibility, the role may include variable compensation in the form of bonus, commissions, or other discretionary payments. These discretionary payments are based on company and/or individual performance and may change at any time. 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 <a href="https://rackspace.jobs/benefits/" rel="noopener noreferrer nofollow ugc" target="_blank">benefits</a> offered is here.

Government Services Sales Executive VI - Sacramento, CA - Remote

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Job Position and Company	Location	Tags	Posted
Senior AWS Sales Executive (Public Sector) at Rackspace	Full Time Manager Consulting
Cyber Security Engineer at Inductive Automation	Remote Full Time Consulting Application Security

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