• Strategic Alliance Partner

    Location(s) US-TX-San Antonio
    Req #
    39694
    Category
    Sales
  • Overview & Responsibilities

     

    JOB DESCRIPTION:

     

    Responsible for acquiring, activating, and accelerating Rackspace’s partner business while driving incremental revenue. Owns the sales process for partner sourced and influenced business. Supports Rackspace sales teams to drive revenue goals. Works closely with the hosting sales team to discuss opportunities for potential incremental Rackspace business. Responsible for adhering to company security policies and procedure as directed.

     

     

    JOB REQUIREMENTS:

     

    Key Accountabilities

     

      • Manages the relationship with key and influential members of the Rackspace Partner Network.
      • Focuses on lead generation and top of funnel activities in order to drive leads and opportunities to sell Rackspace portfolio through indirect sales channels.
      • Serves as liaison to partners with regards to any sales related issues.
      • Performs business development activities through indirect sales channels in order to achieve or exceed assigned revenue objectives.
      • Contacts and visits partners and prospective customers to determine needs.
      • Creates and performs sales presentations to pitch Partner Program and create joint value proposition between Rackspace and Partners.
      • Remains knowledgeable of company’s products/services to facilitate partner sales efforts.
      • Maintains regular contact with partners to ensure FANATICAL support and partner NPS scores.
      • Maintains a regular schedule of contact via phone and on-site visits as needed.
      • Educates partners on Rackspace portfolio and enablement for tools and resources to help drive demand through the partner channel.
      • Utilizes partner information and feedback to drive Rackspace technical and product offerings in response to customer needs.
      • Responsible for the full sales cycle from lead to close, primarily solution-based sales.
      • Supports and identifies highly strategic and high revenue opportunities.
      • Collaborates with stakeholders to determine the best product solution and services fit via conference calls, site visits, and e-mail correspondence.
      • Works with the sales teams to craft deliverables to present to prospects.
    • Aligns customer, partner, and Rackspace objectives.

     

    • Assists with internal/external application and partner training.

     

    Key Performance Indicators

     

    • Meets and exceeds revenue generation targets.
    • Develops and maintains strong relationships with our partners based on trust and in alignment with Rackspace’s Core Values.

     

    MAIN CONTACTS (external/internal):

     

    • Channel Sales Leaders
    • Channel Partners
    • Sales & Marketing Team
    • External Customers
    • Solution Engineering
    • Service Delivery
    • Support
    • Technology Partners

     

    Qualifications

    PERSON SPECIFICATION:

    • Requires a minimum of 10 years of professional sales or customer support experience with at least five years of proven multiyear partner and channel development experience.
    • College degree in Business, Sales, Technology or a related field required. High school diploma or equivalent required.
    • Demonstrated highly successful experience developing a sales pipeline thru channel contacts.
    • A track record of success in all facets of sales, lead generation, follow up, pipeline management, and closing.
    • Strong organizational skills are required with documented success in maintaining revenue generating business relationships in a Partner Network Program.
    • Experience with Channel Partners in a wide variety of technology vertical markets in region is highly preferred.
    • 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 communication and presentation skills (written & verbal). You will have proven relationship-building skills
    • Self-starter, highly aggressive and motivated to drive the highest possible level of responsiveness and performance; ability to spot potential wins and execute on them quickly and commercially
    • 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.
    • Willing to work hard to meet customer, sales and marketing driven deadlines
    • A passion for customer service with a contagious enthusiasm and energy
    • Attention to detail and quality of own work and that of your team