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Solutions Director, Government Services Vertical

Solutions Director, Government Services Vertical

Req # 
37099
Location(s) 
US-TX-San Antonio
US-TX-Austin
Category 
Leadership

Job Overview

Overview & Responsibilities

SYNOPSIS:

 

Delivering integrated solutions across technology, verticals, and workloads is critical for GTM acceleration & productivity.  The overwhelming majority of B2B enterprises go to market primarily through solution marketing, either based on workload, technology, or industry vertical. Industry experts are even predicting that 2017 is the year of the industry cloud, defined as “a new way of describing a cloud computing service that operates in a vertical space,” specializing its processes, tools, services, and software to the requirements for a specific industry. 

 

POSITION OVERVIEW:

 

 

The Solutions Director, Government Services Vertical will be responsible for productizing customer-oriented solutions based on government use cases, pain points, government-specific requirements, and GTM demands.  This leader will be responsible for the overall commercial success of government-oriented solutions, overseeing them from inception/ideation through design, build, launch and growth/enhancement. He or she will collaborate across product/platform engineering, marketing, and management teams as well as the GTM organizations and external partners.  This role could be optimized to focus on federal or state/local only, depending on the business needs and candidate skill set.

 

PRIMARY RESPONSIBILITY:

 

  • Serve as the in-house expert for all things government
  • Define the market opportunity, business case and description for government solutions
  • Translate government customer issues and use cases into solution requirements to enable product engineering to develop government-oriented solutions
  • Validate solution concept with buyers in partnership with Market Intelligence team
  • Develop a government solutions roadmap and enhancement prioritization/rationale in conjunction with Product Engineering
  • Monitor solution adoption and utilization in order to optimize features/functionality
  • Partner with finance and GTM ops to develop and monitor solution pricing, profitability, growth rates, gaps to market, pipeline health, and sales forecasts
  • Develop government solution messaging, positioning, value proposition, and routes to market based on customer needs and pain points
  • Enable marketing and sales through sales collateral, training sessions, call scripts, web content, government expertise, etc.
  • Provide differentiated value to sales teams prior to procurement to influence RFP requirements
  • Maintain current knowledge of industry best practices and IT standards globally for the government vertical
  • Envision future requirements and trends to align to product strategy

Qualifications

KNOWLEDGE/SKILLS/ABILITY: 

  • Deep expertise and understanding of the government vertical, including trends, buying behaviors, and processes and requirements unique to government
  • Solid working understanding of the technology/ cloud industry and value proposition for each cloud and hosting product
  • Proactive self-starter who is comfortable taking somewhat ill-defined direction and turning it into clear deliverables and business impact in a highly dynamic environment
  • Ability to communicate and lead cross functionally across the organization without a reporting structure
  • Solid business and financial acumen
  • Demonstrated ability to influence across organizations and implement programs across multiple teams
  • Critical and systemic thinker able to develop strategies that achieve commercial and business results
  • Ability to develop strong working relationships with cross-functional leaders, executives, operations, finance, marketing and sales team members
  • Demonstrated track record of strong leadership.  Excellent communication skills are critical. 
  • Must be able to collaborate and influence in a global, matrix environment to effectively balance Regional and functional priorities for win-win results. 

 

KEY METRICS:  

  • Achieving roadmap delivery dates
  • % of government customers using Rackspace solutions
  • Win/Loss rates for government prospects
  • Government segment view of NPS scores
  • Government segment view of bookings metrics

 

EXPERIENCE/EDUCATION:  

  • 10+ years experience in government industry required with progressive responsibilities and proven results
  • 7+ years in high tech/cloud industry required
  • Bachelor's degree in Marketing, Business, Engineering, or related curriculum.
  • MBA preferred.

 

PRIMARY LOCATION

  • Austin or San Antonio, TX preferred