Job Description
Responsible for driving incremental pipeline opportunities and improving win rates along with reducing churn rates for Dell alliance. 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.
Careel Level Summary
- Recognized as an expert within the company and requires in-depth and/or breadth of expertise in own job discipline and broad knowledge of other job disciplines within the organization function
- Solves unique problems that have a broad impact on the business
- Contributes to the development of organizational sub-function strategy
- Progression to this level is typically restricted on the basis of business requirements
Critical Competencies
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- Excellence: Exceeds expectations by consistently demonstrating accountability, discipline, high performance, and a proven track record of exceptional results.
- Customer-driven: Prioritizes customer needs and satisfaction through collaborative and proactive problem-solving, and an unwavering commitment to customer success.
- Expertise: Possesses deep understanding of customer needs and continually grows and enhances skills to provide customer-focused solutions.
- Agility: Quickly adapts and responds to dynamic customer needs and expectations through innovative solutions.
- Compassion: Cultivates a positive and supportive environment to effectively work together towards a common goal, fostering trust within Rackspace and with external stakeholders.
Key Responsibilities
- Owns alliance relationship and is responsible for growing and developing the alliance partnership. May own multiple alliance relationship or be involved multiple alliance
- Evaluate and establish co-selling agreements when possible
- Establish programmatic selling activities with Rackspace sales team and Alliance 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 Alliance sales teams
- Incorporate Tier 1 sales plays with Channel Partners
- Drive co-sell motion via territory mapping
- Conduct enablement of Alliance sellers (matrixed with Product)
- Drive incremental pipeline and opportunities
- Reduce direct churn rates to alliance 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.
- Alliance 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
- Alliance 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 alliance teams and understands collaborative relationship that must exist to grow the business.
- Program Knowledge: Strong understanding of channel and alliance 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
- Expert-level knowledge of planning, designing and executing partner programs that drive partner interest and demand
Skills
- Analytical Skills
- Budget Management
- Business/Sales Development Skills
- Client/Customer Service
- Digital Transformation
- Negotiation Skills
- Operational Strategy Skills
- Platform/Technical Software Support
- Process Improvement
- Product Portfolio Management
- Project Management
- Sales Strategy Skills
- Stakeholder Management (external/internal)
- Technology Integration
Education
- High School Diploma or regional equivalent required
- Bachelor's Degree required, preferably in field related to role. At the manager’s discretion, additional relevant experience may substitute degree requirement
Certifications
- Sales accreditation or certification in Alliance platform strongly required
Experience
- 12 - 14 years of experience in the field of role required
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.
Job Tags
Remote job, Full time,