Careel Level Summary

• Has become mostly autonomous but still relies on manager for guidance on work.
• May provide guidance and training to new team members.
• Demonstrates good judgment in selecting methods and techniques for obtaining solutions.

Key Responsibilities

• Owns a piece of a relationship with an alliance or may own a smaller alliance relationship
• Evaluate and establish co-selling agreements when possible
• Establish programmatic selling activities with Rackspace sales team and Alliance partner sales teams
• Establish and strengthen executive sales alignment by building joint strategic business plans with partners and programmatically drive towards key success metrics.
• Participate in regular interaction with Rackspace peers across other business units as well as executives and sales leadership on activities ranging from strategic go- to-market activities to managing quarterly business reviews.
• Interact with the partner’s customer base to ensure they are successful using our services and are properly enabled to identify and qualify Rackspace opportunities.
• Assist in the development and implementation of partner enablement activities, creating repeatable best practices and measurements of effectiveness.
• Create regional field alignment between RAX Commercial and Enterprise sales teams and Alliance sales teams
• Incorporate Tier 1 sales plays with Channel Partners
• Drive co-sell motion via territory mapping
• Conduct enablement of Alliance sellers (matrixed with Product)
• Drive incremental pipeline and opportunities
• Reduce direct churn rates to alliance partners
• Decisions impact the quality, efficiency and effectiveness of own team and closely related teams.
• May impact other related teams through quality of output and service provided.
• Demonstrates good judgment in selecting methods and techniques for obtaining solutions.
• Works on complex problems of diverse scope where analysis of data requires evaluation of identifiable factors.
• Completes mostly tactical work where learning is applied to new situations.
• Contributes to solution of business problems regarding operations, products, services or customers.
• Analyzes information, asks questions and checks for understanding using learned techniques and applying creativity in new situations.
• Applies acquired skills and experience to complete moderately complex tasks.
• May suggest improvements to existing processes and solutions to improve the efficiency of the team.
• Networks with internal and external contacts; recognizes the importance of relationships outside of specialty field.
• Alliance Metrics: Sourced vs. Influenced, Conversion Rates (MQL to Opp), Closure Rates (Opp to Close), Direct churn saves
• Sales Leadership: Ability to articulate a clear vision of the future state, outlining the steps required to get there, and secure the commitment of the partner and Rackspace to meet quarterly objectives (solution development, pipeline, revenue generation). Establish a governance and cadence model with leaders.
• Business Planning: Define and execute sales strategy for AWS, Microsoft, VMware and/or Google
• Alliance Partner Knowledge: Strong understanding of the partner, including partner economics, solution development, processes to take a solution to market and successful partner management. Understands partners’ sales and sales management goals and objectives, and what influences behavior. Growth in leading sales and alliance teams and understands collaborative relationship that must exist to grow the business.
• Program Knowledge: Strong understanding of channel and alliance partner programs. Partners with Rackspace sales teams to implement our program offerings and assures Rackspace is provider of choice for our ecosystem partners.
• Collaborative: Works collaboratively with all supporting technical integration, marketing, field sales and channel support organizations to ensure all organizations understand what we are trying to accomplish and the importance of their role / organization in our success.
• Presentation Skills: Skilled communicator and effective at delivering executive level presentations. Ability to build and manage Director and VP level relationships.
• Conflict Resolution: Able to surface and resolve breakdowns in commitment and drive behavior changes required.
• Utilize business relationship skills, such as negotiating with customers or management, or using influencing skills with senior level leaders regarding matters of significance to the organization.

Knowledge

• Requires general understanding of the processes, procedures and systems used to accomplish the work and familiarity with the broader underlying concepts in own job family/job discipline.
• Applies understanding of how the team relates to other closely related areas to improve efficiency of own work

Education

• Bachelor’s degree in Business, Sales, Technology or a related field required.
• High school diploma required

Experience

• Requires 5 – 7 years of progressive professional sales experience in channel/partner sales, partner development, and go-to-market strategies experience.
• Prefer sales accreditation or certification in Alliance platform experience

Disclaimer

• The above information has been designed to indicate the general nature and level of work performed by employees in this classification. It is not designed to contain or to be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of the employee assigned to this job.