• Acquisition Sales Representative

    Location(s) US-TX-San Antonio
    Req #
    40139
    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

    PRIMARY PURPOSE: Specializes in acquiring customers through inbound leads and qualified prospects. Responsible for providing customers with product solutions based on facts and understanding of customers' business needs and strategy. Owns opportunities through the full sales cycle from lead to close.

     

    FLSA STATUS: Non-Exempt

     

    RESPONSIBILITIES

    SALES CYCLE: 0 – 2 Months.

    FOCUS

    • Small Business segment customers.
    • Customer centric mindset, with the ability to interface with support team on a daily basis.
    • Simple Configurations – primarily Cloud Computing.
    • Sells to mid level management.

    KEY ACCOUNTABILITIES

    • Receives well qualified leads and prospects to sell integrated solutions based on customer need.
    • Leads sales process for all Rackspace solutions.
    • Meets virtually with qualified leads to better understand customer needs and provides proposals.
    • Leads efforts to create proposal for solution to prove value add.
    • Leads the negotiation, closure, and documentation of customer contracts and renewals (for customers with growth potential).
    • Collaborates with prospective customers to select the best solution to meet their needs out of the full product portfolio.
    • Contributes to solution of straightforward business problems regarding operations, products, services or customers.
    • Analyzes information, asks questions and checks for understanding using standard procedures within the job family.
    • Applies acquired skills and experience to complete moderately complex, but routine tasks.

    KEY PERFORMANCE INDICATORS

    • Meets or exceeds sales targets.
    • Meets or exceeds pipeline targets.
    • Ensures documentation necessary for the deal is properly maintained and updated and provides leadership updates on status, resources, and financial information.
    • Creates advocates out of clients by delivering fanatical customer experience and leverages client advocates to drive additional sales.
    • Ensures all relevant data and reporting into CRM in timely fashion.

     

    SCOPE

    LEADERSHIP/AUTONOMY

    • General instruction on routine tasks, detailed instruction on new assignments.


     

    DECISION MAKING

    • Decisions impact own team and other teams whose work activities are closely related.
    • May suggest improvements to existing processes and solutions to improve the efficiency of the team.

    COMPLEXITY

    • Works on problems of moderate scope where analysis of data requires evaluation of identifiable factors.
    • Demonstrates good judgment in selecting methods and techniques for obtaining solutions.
    • Exercises judgment within defined procedures and practices to determine appropriate actions or to recommend alternative resolutions.

    INFLUENCE

    • Drives cross-functional collaboration to give potential customers a seamless experience across Rackspace through sales, implementation and onboarding, and Account Management hand-off.
    • Gathers and collaborates with internal resources (Specialist Sellers, Portfolio Architects, Specialized Architects, Pro Serv) so that consistent, aligned solutions are presented to potential customers.
    • Maintains internal relationships and determines need for external contacts.
    • Shares knowledge with stakeholders in strategic pursuit, support, and sales organization.

     

    PERSON SPECIFICATION

    KNOWLEDGE/SKILLS/ABILITIES

    • Knowledgeable in professional sales training and sales process.
    • Business knowledge to understand customer needs and strategy and apply the value of Rackspace solutions to their specific situation.
    • Working knowledge of principles and methods within own job discipline.
    • Working knowledge of the company, products, services and customers.
    • Understands key drivers of success in functional area and uses this understanding to accomplish own work.
    • Possesses superior follow up skills with the ability to respond under pressure.
    • Able to effectively communicate over the phone, video, through email, and face-to-face.
    • Strong presentation, written and verbal communication skills.
    • Goal oriented with superior work ethic.
    • Proven territory development skills.

    Qualifications

    EDUCATION:

    • Bachelor's Degree in Sales, Marketing, Business or a related field required. At the manager’s discretion a High school diploma or equivalent plus an additional 4 years of relevant sales experience may substitute for the degree requirement.

    EXPERIENCE

    External

    • Requires 2 – 4 years successful experience in B2B sales; prefer experience in technology or related industry.
    • Prefer experience in sales to companies with revenue of 500k to 50M+, incorporating value/service selling.
    • Documented success in closing revenue generating business and successful history working under a quota required.

    Internal

    • Requires 2 years of successful sales and/or account management experience, including a minimum of 1 year of Outbounding experience at Rackspace.

    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: None.

     

     

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