PRIMARY RESPONSIBILITY: Applies an advanced knowledge of business acumen, technical knowledge and solutioning principles to a variety of sales opportunities with moderate to high MRR.
JOB COMPLEXITY: Leverages training, education, and previous experience to gather customer requirements, respectfully challenge customer assumptions, and translate into a Rackspace supportable solution. Occasionally leads customer workshops to define broader hosting and cloud strategies. Primary technical contact on specific opportunities of moderate to high complexity while also providing guidance and thought leadership during the sales process. Participates and leads customer calls and face to face meetings. In close collaboration with the sales team, will occasionally lead customer engagements. Evaluates customer needs and influences direction of solution design beyond immediate opportunity. Advanced understanding of the tools of the solutioning trade (Salesforce, Proposal Tools, Technology Sizing Tools). Responsible for associated activities such as capturing notes and activities in Salesforce and managing deal pipeline. Proficient with advanced reporting functions of Salesforce. Proficient in assisting sales team in soliciting buying signs and compelling events. Identifies decision makers and builds extensive networks to help facilitate lead generation, with an emphasis on technical influencers. Foresees potential technical and business customer objections early in the sales cycle. Overcomes concerns and lowers customer risk to selecting Rackspace. As a Trusted Advisor, with deep understanding of the customer's business, uncovers both overt and latent pains. Develops deep relationships with Rackspace sales and support teams to deliver advanced strategic account planning including methods for generating additional business opportunities and cross-selling within an organization.
KNOWLEDGE/SKILLS/ABILITY: Proven extensive technical knowledge with ability to quickly learn new concepts. Maintains thorough knowledge of the entire Rackspace portfolio and is a subject matter expert for a section of the portfolio. Demonstrated success in positioning Rackspace against competitor offerings. Helps refine value proposition of products and services to maintain Rackspace competitive edge.
Thorough knowledge of Rackspace support and sales processes with demonstrated success in closing complex business (multiple customer touch points and month+ sales cycle). Ability to help navigate significant deals around internal obstacles to ensure revenue realization. Engages process owners to continually improve pre-sales and implementation customer experience. Excellent attention to detail, communication skills (written and verbal) and interpersonal skills. Ability to prioritize deals, training, and initiatives through highly effective time management. Excellent problem solving, analytical, presentation, and whiteboarding skills. Track record of success working through technical challenges within enterprise organizations. Track record of success dealing with ambiguity (internal and external) and working collaboratively with other departments and organizations to solve challenging problems. Strong knowledge of technology and industry trends that affect hosting decisions for enterprise organizations.
EXPERIENCE/EDUCATION: Bachelor's degree in Engineering, Computer Science, Information Systems, or Business required. Requires 7+ years solutions engineering experience with proven track record. Advanced Sales training (Sandler, John Care) & advanced technical training on one specific technology or application within the Rackspace portfolio required. At least ONE industry certification required: Linux+, RHCSA, RHCE, MCSE, MCSA, MCITP, CCNA, OpenStack, Cloud Savvy. Top tier industry certifications highly desired: e. CISSP, ITIL MALC, etc. Additional Business focused and Rackspace product certifications highly desired.