Rackspace

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Corporate Account Executive - ObjectRocket

Corporate Account Executive - ObjectRocket

Req # 
36942
Location(s) 
US-TX-Austin
Category 
Sales

Job Overview

Overview & Responsibilities

ObjectRocket is looking for a Solutions Specialist to help grow our business. We’re looking for thinkers to be part of a talented, mission driven team, that is building powerful tools which greatly increase customer success.

 

Our mission is to disrupt the market with a completely new product class. One where developers can finally forget about the backend data source and focus on building compelling products. By focusing on open source solutions, unparalleled specialist expertise, and the industry’s best cloud database platform we enable customers to experience levels of data management ease and understanding never before seen.

 

Ultimately, we improve by an order of magnitude the way developers store, retrieve, and manage data.”

Qualifications

The Data Stores Acquisition Sales Representative will be responsible for selling across the ObjectRocket portfolio against a prospect universe inclusive of companies ranging from $20M in size to $1B annually.  The Data Stores Acquisition sales representative will reach business targets largely through an outbound strategy with Sales, Marketing & Channel resources.  Responsible for developing his or her own demand generation through the creation of sales leads, initiation of prospect calls, and establishment of ongoing rapport with potential buyers in their base.

 

DEMAND GENERATION

  • Prospect systematically: organize your prospects, develop a methodical routine, implement it and review progress on a regular basis.
  • Move prospects to action by providing value and benefits. 
  • Utilize social networking to optimize prospecting outcomes / results.  Find referrals and connections to increase effectiveness from centers of influence.
  • Maintain documentation of activities and prospect information in CRM database
  • Identify decision makers within targeted accounts to begin effective prospecting campaigns.
  • Collaborate with marketing and sales leaders to develop necessary sales strategy and campaigns.
  • Create and deliver qualified opportunities to meet monthly targets.
  • Where necessary, support marketing efforts such as trade shows, and other events.
  • Building strong relationships within your territory which will drive referrals and new opportunities for Rackspace.

SALES ACTIVITIES

  • Set up and deliver sales presentations, product/service demonstrations, and other sales activities.
  • Overcome objections
  • Describe product/service features and benefits and how they relate to the business need / problem.
  • Prepare contracts, statements of work and proposals.
  • Negotiate level 100 legal terms and conditions. 
  • Negotiate financially responsible and profitable terms.
  • Appropriately communicate brand identity and corporate position.
  • Work seamlessly with Rackspace technical resources to understand customer needs and design solutions accordingly.
  • Manage opportunities from lead generation through implementation. 
  • Plans and organizes personal sales strategy by maximizing the Return on Time Investment for the territory/segment

OPERATING CADENCE

  • Maintain CRM
  • Achieve forecast accuracy and pipeline management
  • Regularly update monthly forecast and respective activities associated to current and future pipeline.
  • Maintain and expand Rackspace database of prospects.
  • Attend periodic sales training and enablement where applicable. 
  • Keeps abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas.
  • SUPPLEMENTAL FUNCTIONS:
  • Assist in post signature activities as required.
  • Work directly with cross functional teams across the business to meet the demands of our customers. 
  • Perform other job-related revenue-generating duties as necessary or assigned by direct manager.

DEPENDENCIES:

  • Clearly defined ROE between sales teams
  • Supplemental demand generation function responsible for driving demand in the Mid-Market.

Knowledge of:

  • Sales
  • Business acumen and Strategic acumen
  • Finance
  • Sales Operations

Education / Experience:

  • 5+ years of customer facing, technical sales experience
  • Understanding of the Managed Hosting industry as well as the competitive landscape of the market
  • A track record of success managing and meeting a monthly/quarterly quota
  • Experience meeting face to face and presenting to VP and C-Level executives
  • Must possess strong oral and written communications skills as well as critical thinking
  • Comfort operating in a fast paced environment that is constantly changing
  • Effective time management
  • Some travel (25%) will be required (may want to discuss the true expectation here)
  • Bachelor’s in business, marketing or finance strongly preferred
  • Must have B2B sales experience