• Partner Manager II

    Location(s) US-VA-Blacksburg
    Req #
    39476
    Category
    Sales
  • About Rackspace

    Rackspace is modernizing IT in today’s multi-cloud world. We have been honored by Fortune, Forbes, Glassdoor and others as one of the best places to work. We serve over 50% of the Fortune 100 companies & customers in 120 countries around the globe. Our achievements are powered by our people – we call them Rackers.  We grow & thrive through world-class development opportunities, learning & selling bleeding-edge technologies & solutions, and most importantly, connecting with each other (the best & brightest in the industry). Are you a Racker? Join us!

     

    More on Rackspace

     

    Rackers aren’t all alike. We look different. We think uniquely. We are from many places and our beliefs & backgrounds vary. But, being a Racker — a valued member of a winning team on an inspiring mission – is what connects us all. Rackers are encouraged to bring their whole self to work every day, as we know that unique perspectives fuel innovation and enable us to best serve our customers & communities around the globe. We welcome you to apply today and want you to know that we are committed to offering equal employment opportunity without regard to age, color, disability, gender, gender reassignment or identity or expression, genetic information, marital or civil partner status, pregnancy or maternity status, military or veteran status, nationality, ethnic or national origin, race, religion or belief, sexual orientation, or any legally protected characteristic. If you have a disability or special need that requires accommodation, please let us know.

    Overview & Responsibilities

    As a Partner Manager, you will be responsible for finding and building relationships with potential value-added resellers of the Rackspace Email solution set. These partners will include hosting providers, ISPs, industry vertical IT solutions providers and more. 

     

    Job Responsibilities will include:

    • Identify target companies and contacts which align with the growth strategy for the email reseller program. Activities will include desktop research, online networking, and participation at trade shows.
    • Maintain high levels of prospecting activity and the ability to quickly establish credibility and trusted relationships with prospects. Activities will include email campaigns, cold calling and occasional travel.
    • Confidence in running product demos for a variety of audiences, including C-level executives.
    • Management of a prospect pipeline and weekly reporting of progress and insights to help refine the targeting process.
    • Accurately forecast revenue targets every month.
    • Working with potential reseller accounts to educate them on the program and products. Activities will include online meetings, phone calls and emails to coordinate with the reseller and product teams to answer questions and encourage prospective resellers to join the program.
    • Account management of new large reseller accounts (>$5k MRR) during their onboarding phase (6 months). Sever as primary POC for onboarding and migrations planning.
    • Assist in refining the growth strategy for the email reseller program.
    • Develop close relationships with other teams – Marketing, Sales, Product – and work cross-functionally to support top-level goals.

    JOB COMPLEXITY: 

    • Generates leads directly and work opportunities via phone calls, e-mail, and on-site visits. 
    • Keeps partner engaged to achieve identified milestones. 
    • Creates and performs sales presentations to match company’s products/services with identified needs as needed or involves the appropriate Partner Account Manager. 
    • Identifies the appropriate Rackspace product set for the partner to represent that will complete the partners value proposition. 
    • Identifies multiple levels of contacts within a partner’s organization that Rackspace needs to partner with to have a mutually beneficial relationship. 
    • Remains knowledgeable of company’s products/services to facilitate sales efforts. 
    • Monitors partner incentives, campaign impact, effectiveness, and partner ecosystem penetration rates to formulate recommendations to improve results. 
    • Recommends ways of continually improving the process of running partner programs, including incentives, promotions, and/or enablement training. 
    • Tests new program initiatives to improve results. 
    • Maintains sales records and prepares sales reports as required. 
    • Monitors the conversion of partner

    Qualifications

    • Bachelor’s degree or equivalent experience in business or sales management required. 
    • 3 - 5 years of sales experience, including 1-2 years of Partner sales or business development experience required.

     

    Knowledge/Skills/Ability: 

    • Superior listening and interpersonal skills. 
    • Advanced knowledge of the email product set. 
    • Effective presentation, written and verbal communication skills. 
    • Demonstrated understanding of Rackspace email products, target markets, and value propositions. 
    • Ability to handle multiple projects simultaneously prioritizing work to meet competing deadlines.  Ability to work and promote inclusiveness in small groups. 
    • Must be well organized and attentive to details. 
    • Ability to communicate technical info and ideas so others will understand. 
    • Ability to make appropriate decisions considering the relative costs and benefits of potential actions. 
    • Ability to provide FANATICAL support.  
    • May require long periods sitting and viewing a computer monitor.
    • Occasional domestic travel, less than 10%.