• Senior SAP Sales Specialist

    Location(s) US-Remote
    Req #
    40813
    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!

     

     

    Overview & Responsibilities

    PRIMARY PURPOSE:  Works with Portfolio Sellers to drive attach rate of new or complex product families and help to increase the range of product portfolio offerings in the market.  Trains and educates Portfolio Sellers to sell new and complex product families.  Partners with sellers to assist in closing sales that require additional product expertise.  Acts as a technical expert within the organization to contribute to the development of technical presentations and product strategy. 

     

    KEY ACCOUNTABILITIES

    • In coordination with the Specialist Sales Manager and at the request of Portfolio Seller, engages in conversations with Portfolio Seller and the customer to provide subject matter expertise at the product family level on new or complex products and configurations.
    • Assists Portfolio Seller in evaluation prospect situation and needs.
    • Supplements Portfolio Seller's expertise with deeper product-specific knowledge, including how Rackspace products compare to competitor solutions.
    • Works with other Specialist Sellers and Architects to design integrated, multi-cloud solutions.
    • Assists Portfolio Seller and work with Specialist Architects to ensure client receives the most accurate and relevant proposals.
    • Assists Portfolio Seller in pricing and closing deals.
    • Conducts analysis of each pursuit and develop best practices.
    • Shares knowledge with stakeholders in strategic pursuit, support and sales organization.
    • Coordinates with Marketing and Product in creation of best product-specific content /messaging.
    • Speaks at industry events to help drive Rackspace message, specifically CIO Summit events and data events

    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.

    Qualifications

    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.
    • Requires general understanding of the processes, procedures and systems used to accomplish the work and familiarity with the broader underlying concepts in own job discipline.
    • Applies understanding of how the team relates to other closely related areas to improve efficiency of own work.
    • Deep knowledge in fundamentals and sale of new or complex product families to assist Portfolio Seller in coverage of full product portfolio.
    • Knowledge of Rackspace portfolio with continued development of strong expertise in one of three areas: Private Cloud, Public Cloud, or Applications.

    EDUCATION:

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

    EXPERIENCE

    • Requires 12+ years successful sales experience, including 8 - 10 years B2B sales in technology or a related industry with a product focus.
    • 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.
    • Previous strategic selling experience required.
    • TRAVEL:  50-75% travel possible based on account activity.