• Strategic Alliance Manager - VMWare

    Location(s) US-TX-San Antonio
    Req #
    Sales, VMWare
  • Overview & Responsibilities

    Rackspace Private Cloud-as-a-Service: Strategic Alliance Manager


    Rackspace is the market leader in private cloud. We pioneered the private cloud-as-a-service delivery model and have more than 1 billion server hours of experience operating clouds for some of the world’s largest and most respected companies. Our private cloud-as-a-service offering includes leading technologies (OpenStack, VMware, Microsoft), can be deployed in any data center and includes the industry’s first pay-as-you-go private cloud solution.


    As we continue to grow revenue at a double-digit year over year pace, we need an exceptional individual to lead strategic alliances with Dell Technologies, primarily focused on the VMWare sales alliance.



    Manages the execution of go to market programs and stakeholders across Dell Technologies, driving revenue through sales and marketing activities. 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 a key strategic partnership.  Serves as a leader to peers in establishing best practices and transferring knowledge to enhance performance for the group.


    This individual will be responsible for all alliance activities with VMware in support of our Private Cloud-as-a-Service business including:


    • Build joint strategic business plans with partners and programmatically drive towards key success metrics.
    • Deliver on our strategy to build mindshare and adoption of Rackspace offerings across business partners and their customer.
    • Assists in development and implementation of Rackspace positioning and messaging strategy, including solution marketing collateral, such as sales presentations, data sheets, videos, etc., as well as original thought leadership pieces around Strategic Alliance.
    • Lead 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.
    • Develop and implement a communications strategy, including thought leadership, awareness, and education campaigns. Establish tools and best practices for lower level peers and sales organization members.
    • Develop and implement demand and lead gen programs to accelerate the sales pipeline.
    • Work closely with sales leaders and teams to drive development of specific segment and in region programs to accelerate demand. Pushes teams to think outside of the box to deliver fanatical partner outcomes.
    • Interact with the partner’s customer base to ensure they are successfully using our services and are properly enabled to identify and qualify Rackspace opportunities. Proactively look for areas to expand the partnership to new and strategic customer bases within the partner framework.
    • Lead the development and implementation of partner enablement activities, creating repeatable best practices and measurements of effectiveness.
    • Participate and lead both internal and external industry events, as both a speaker and content facilitator.



    • Requires 10+ years of progressive professional sales experience in channel/partner sales, partner development, and go-to-market strategies.
    • College degree in Business, Sales, Technology or a related field required.
    • A track record of success in all facets of sales, lead generation, follow up, pipeline management, and closing.
    • Strong internal motivation to achieve goals and objectives. Strong organizational skills.  Agility to operate successfully in a fast-paced, collaborative environment.  Ability to spot potential wins and execute on them quickly and commercially.
    • Proven sales and business development experience preferably within the ICT/Managed Service and Hosting arena (e.g. IT/software services, web/application/platform hosting, managed services, datacentre, SAAS, Cloud computing, Co-location, ISP)
    • Strong organizational skills are required with documented success in maintaining revenue generating business relationships in a Partner Network Program.
    • The ability to work effectively at all levels within a high-growth, fast-paced environment and drive results
    • Demonstrable ability to apply logical thinking and reasoning to a challenge or problem.
    • A passion for customer service with a contagious enthusiasm and energy
    • Solid understanding of the sales and marketing processes, procedures and systems used to accomplish the work.
    • Strong knowledge of the Rackspace product portfolio
    • In-depth knowledge and application of go-to-market strategy with external partners.
    • Applies understanding of how the partner function relates to other areas in sales, marketing, support, operations, and finance to improve efficiency and effectiveness of own performance.
    • Attention to detail and quality of own work and that of your team
    • Ability to negotiate and build strong business partnerships both outside and within the organization.
    • Experience with managing relationships with disparate groups and creating working teams for key initiatives, working across functions to deliver programs and initiatives on-time and on budget.