• Channel Account Executive

    Location(s) US-TX-San Antonio
    Req #
    39386
    Category
    Sales
  • Overview & Responsibilities

     

    PRIMARY PURPOSE: Maximizes new revenue through inbound channels and generates additional revenue through outbound referrals from our channel ecosystem. Interacts with senior-level and executive customer management in order to positively affect the final purchase decision.

     

     

     

    RESPONSIBILITIES

    SALES CYCLE: 3 – 12 Months

    FOCUS

    • Small to Large Enterprise segment customers.
    • Moderate to Highly Complex Configurations
    • Sells to high level, up to C-Suite management

    KEY ACCOUNTABILITIES

    • Develop strategically viable and well-planned sales opportunities with a target set of Master/Sub Agents.
    • Responsible for full sales cycle from lead to close.
    • Provide Master/Sub Agents with Rackspace product offering based on facts and an understanding of their customer's current/future needs.
    • Develops and nurtures relationships with key stakeholder to drive decisions that result in the close of the sale.
    • Use knowledge to influence, teach, and motivate others towards accomplishing a common goal.
    • Logically communicate technical information and ideas so others will understand.
    • Identify opportunities to create promoter Partners & Customers and work to identify new ways to leverage our product set in order to delight them.
    • Cultivates and maintains strong relationships with Support Teams, Account Managers and Sales Support Teams.
    • Works closely with Sales Engineers, Technical Sales Reps to perform in depth assessment of customer needs and infrastructures.
    • Performs proactive assessments of how well Rackspace solutions meet the customer requirements and what customization would be required; presents the assessment to customers as part of the sales process.
    • Utilizes business relationships to drive new opportunities. Shares knowledge base to create best practices and upscale talent within the team.
    • Interacts with internal stakeholders to provide customer feedback and requests on product portfolios.
    • Identifies gaps in the sales process and activates to create efficiencies.

    KEY PERFORMANCE INDICATORS

    • Meets or exceeds sales targets
    • Meets or exceeds pipeline targets
    • Ensure documentation necessary for the deal is properly maintained and updated and provide leadership updates on status, resources, and financial information


     

    • Create advocates out of clients by delivering fanatical customer experience and leverage client advocates to drive additional sales.
    • Ensure all relevant data and reporting into CRM in timely fashion.

     

    SCOPE

    LEADERSHIP/AUTONOMY

    • Works independently, with guidance in complex situations only.
    • Leads projects or programs the function.

    DECISION MAKING

    • Decisions impact the achievement of customer, operational, program or service objectives.
    • Actions are guided by policies, resource requirements, budgets and the area business plan.
    • Contributions often result in business or process improvements.

    COMPLEXITY

    • 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.

    INFLUENCE

    • Drive cross-functional collaboration to give potential customers a seamless experience across Rackspace through sales, implementation and onboarding, and Account Management hand-off.
    • Gather and collaborate with internal resources (Specialist Sellers, Portfolio Architects, Specialized Architects, Pro Serv) so that consistent, aligned solutions are presented to potential customers.
    • Recommend resource allocation to ensure right level of subject matter expertise.
    • Conduct analysis of pursuits and develop best practices.
    • Share knowledge with stakeholders in strategic pursuit, support, and sales organization.
    • Influence the sales process through leadership consultation and real world examples.

     

    PERSON SPECIFICATION

    KNOWLEDG/SKILLS/ABILITIES

    • Business knowledge to understand customer needs and strategy and apply the value of Rackspace solutions to their specific situation.
    • Must have the experience and business savvy necessary to interact directly with CTO, CIO, VP and other senior roles within the customer organization.
    • Must have the business connections to gain access to new customers through self-directed referrals and customer penetration activities.
    • Requires specialized expertise in job discipline and working knowledge of other related job disciplines.
    • Applies understanding of the industry and how own area contributes to the achievement of objectives.
    • Able to effectively communicate over the phone, through email, and face-to-face.
    • Ability to communicate the same message in a different way to both technical and business oriented people. Superior ability to adapt messages to stakeholders at all levels of the company, from CTO level to front-line technical support.
    • Strong presentation, written and verbal communication skills. Goal oriented with superior work ethic.
    • Ability to influence others in decision-making.
    • Superior negotiation skills and the ability to negotiate with many personality types.
    • Effective time management skills and the ability to work numerous projects at the same time.
    • Strong problem solving skills and a high level of patience and the ability to nurture.
    • Ability to develop and manage internal and external business relationships of various temperaments, talents and convictions.

    Qualifications

    EDUCATION: Bachelor's Degree in Sales, Marketing, Business or a related field required.

    EXPERIENCE

    • Requires 12+ years successful B2B sales experience, including a minimum of 8 years of experience in technology or a related industry.
    • Successful acquisition sales experience, incorporating value/service selling in business or marketing required.
    • Experience in all facets of sales: outbound lead generation, follow up, pipeline management, training, and closing skills required.
    • Documented success in closing revenue generating business and successful history working under a quota required.
    • Previous strategic selling experience required.

    CERTIFICATION: None

    PHYSICAL DEMANDS

    • General office environment.
    • May require long periods sitting and viewing a computer monitor.
    • Moderate levels of stress may occur at times.
    • No special physical demands required.

     

    TRAVEL: Lives in market and expected to be out of home office and/or traveling 60-80% of the time.