Critical Competencies

• Leads a large unit or multiple sub-units toward common goals and objectives.
• Works with subordinates to develop team projects, goals and objectives.
• Success is evaluated based on the overall review of unit performance.
• Provides direct supervision to people managers and individual contributors.
• 80-90% management, 10-20% work product.
• Strategic Agility: Engages and role models commercial and product conversations with customers and leaders. Acts like an owner by using strong financial acumen when making financial decisions. Articulates how the team connects, interacts, and impacts the divisional and enterprise strategy, aligning objectives and operational plans accordingly. Manages uncertainty and vagueness effectively and coaches the team in making decisions without the full picture. Uses tactical agility to rethink and refocus a course of action in the moment to ensure priorities are achieved and the team is responding to shifts in enterprise or market.
• Drive for Results: Engages and role models commercial and product conversations with customers and leaders. Acts like owner by using strong financial acumen when making financial decisions. Articulates how the team connects, interacts and impacts the divisional and enterprise strategy, aligning objectives and operational plans accordingly. Manages uncertainty and vagueness effectively and coaches the team in making decisions without the full picture. Uses tactical agility to rethink and refocus a course of action in the moment to ensure priorities are achieved and team is responding to shifts in enterprise or market.
• Communication: Engages and role models commercial and product conversations with customers and leaders. Acts like owner by using strong financial acumen when making financial decisions. Articulates how the team connects, interacts and impacts the divisional and enterprise strategy, aligning objectives and operational plans accordingly. Manages uncertainty and vagueness effectively and coaches the team in making decisions without the full picture. Uses tactical agility to rethink and refocus a course of action in the moment to ensure priorities are achieved and the team is responding to shifts in enterprise or market.
• Growth Orientation: Engages and role models commercial and product conversations with customers and leaders. Acts like owner by using strong financial acumen when making financial decisions. Articulates how the team connects, interacts and impacts the divisional and enterprise strategy, aligning objectives and operational plans accordingly. Manages uncertainty and vagueness effectively and coaches team in making decisions without the full picture. Uses tactical agility to rethink and refocus a course of action in the moment to ensure priorities are achieved and team is responding to shifts in enterprise or market.
• Relationship Building: Engages and role models commercial and product conversations with customers and leaders. Acts like owner by using strong financial acumen when making financial decisions. Articulates how the team connects, interacts and impacts the divisional and enterprise strategy, aligning objectives and operational plans accordingly. Manages uncertainty and vagueness effectively and coaches team in making decisions without the full picture. Uses tactical agility to rethink and refocus a course of action in the moment to ensure priorities are achieved and team is responding to shifts in enterprise or market.
• Collaboration: Engages and role models commercial and product conversations with customers and leaders. Acts like owner by using strong financial acumen when making financial decisions. Articulates how the team connects, interacts and impacts the divisional and enterprise strategy, aligning objectives and operational plans accordingly. Manages uncertainty and vagueness effectively and coaches team in making decisions without the full picture. Uses tactical agility to rethink and refocus a course of action in the moment to ensure priorities are achieved and the team is responding to shifts in enterprise or market.

Responsibilities

• Oversees a sales team to maximize sales revenues and meet objectives.
• Provides operational direction to sellers in alignment with organizational goals and objectives.
• Accurately forecasts annual, quarterly, and monthly revenue streams.
• Develops and executes specific plans to ensure revenue growth.
• Provides quarterly assessments of sales productivity.
• Directs and develops sellers to perform autonomously.
• Hires, coaches, reviews, rewards, motivates, disciplines, and terminates sellers.
• Ensures that sales goals and forecasts are accurate in systems.
• Facilitates relevant sales support and/or professional services activities to maximize sales revenues and meet segment objectives.
• Ensures sellers receive training needed to be technically knowledgeable of company’s products.
• Assists in sales activities on major accounts.
• Anticipates talent needs, allowing team members to provide input, and leads effort to find the right resources.
• Manages performance of people managers and individual contributors. Evaluations, hires, terminates, counsels, and develops talent
• Mid Market/Commercial segment customers.
• Customer centric mindset, with the ability to interface with leadership team on a daily basis.
• Decisions impact attainment of short-term goals.
• Sees multiple outcomes and determines appropriate course of action.
• Failure to achieve results will cause critical delays.
• Must foresee issues and creatively address in a pro-active manner.
• Determines subordinate goals and objectives.
• Establishes and maintains unit policies and best practices.
• Works on issues of diverse scope which requires an understanding of the business.
• Executes on strategic goals and objectives ensuring alignment with the department’s strategic plan.
• Administer unit budget.
• Contributes to strategic planning for the unit.
• Inspires others to perform at the highest level.
• Collaborates with internal stakeholders to deliver consistent, aligned business outcomes.
• Meets or exceeds sales targets.
• Meets or exceeds pipeline targets.
• Monitors progress of sellers against KPIs and provides intervention and/or assistance when necessary.
• Identifies skill and ability gaps of sellers and creates and implements development plans to address gaps.
• Evaluates effectiveness of sellers; makes necessary changes.
• Acts as a servant-leader; inspires others to creativity and autonomy.
• Overall review based on the efficient and effective attainment of goals and objectives.
• 0-25% travel.

Knowledge

• Broad knowledge of the field, business department and business operations.
• Ability to develop goals and executable tasks based on strategic outcomes.
• Ability to motivate and lead others to excellence.
• 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.
• Expert knowledge of company’s products/services, pricing practices, and selling skills.
• Effective management skills with ability to successfully manage allocated quota goals.
• Excellent time management, communication, decision-making, human relations, presentation, and organization skills.
• Ability to communicate technical information and ideas so others will understand.
• Ability to make appropriate decisions considering the relative costs and benefits of potential actions.
• Ability to apply varying leadership skills and traits that create solutions and results to unexpected situations.
• Ability to coach and motivate less experienced team members to achieve their goals.

Education/Experience

• Bachelor’s degree in Sales, Marketing, Business or a related field required.
• Advanced degree, MBA or similar, preferred.
• High school diploma required
• Requires 10+ years of successful B2B sales experience, including a minimum of 3 years at Rackspace or a competitor, focused on technology services experience, including a minimum of 2 years of people management experience.
• Experience in all facets of sales: outbound lead generation, follow up, pipeline management, training, and closing skills required