Cloud Sales Executive (Public Cloud)- AU
Rackspace Technology
- Melbourne, VIC
- Permanent
- Full-time
- Medium to large Commercial - Enterprise segment customers.
- Customer centric mindset, with the ability to interface with support team on a daily basis.
- Moderate to highly complex configurations.
- Sells to high-level, up to C-suite management.
- Technology sales experience ideally selling managed/professional services
- Hyperscaler experience
- Builds and owns the account plans, including pursuit plan, timeline, deliverables, and goals, for named prospects and accounts assigned to them.
- Builds and owns integrated portfolio plan to prioritize activities targeted at named acquisition prospects and strategic accounts.
- In partnership with regional sales manager, finalizes named prospect and account lists, providing input into additional strategic pursuits within territory that align with overall Rackspace competitive strategy (additions will be limited).
- Coordinates with Marketing to select targeted marketing plays to run for named prospects; assists Business Development Reps in executing market/prospect plays.
- Leads sales process for all Rackspace solutions, particularly large, complex, multi-cloud pursuits requiring cross functional collaboration.
- Collaborates with Service Delivery Managers to proactively identify and invest in higher service levels for a customer with low MRR but high wallet and to identify and pursue opportunities for upgrades, cross-selling, and upselling.
- Builds deep knowledge of customer business goals and industry to position Rackspace's technology solutions for future growth.
- Conducts targeted prospecting within assigned and named accounts.
- Engages potential client to understand high-level needs and verifies right fit for Rackspace solution and to qualify leads based on set framework.
- 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.
- Recognized as an expert within Rackspace.
- Proactively identifies and participates in the resolution of complex problems that impact the direction of the business.
- Develops and delivers innovative strategies that benefit customers and/or clients.
- Leads major business projects which impact a region or entire function.
- Contributes to the development of annual organizational objectives/priorities.
- 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.
- Business knowledge to understand customer needs and strategy and apply the value of Rackspace solutions to their specific situation.
- Must have the experience and business savvy necessary to interact directly with CTO, CIO, VP and other senior roles within the customer organization.
- Must have the business connections to gain access to new customers through self-directed referrals and customer penetration activities.
- May be regarded as the expert in their particular job family.
- Requires in-depth expertise and/or breadth of knowledge of own job family and of other job families within the job function.
- Able to anticipate business and industry issues and recommend new and innovative approaches to respond.
- Able to communicate the same message in a different way to both technical and business oriented people. Superior ability to adapt messages to stakeholders at all levels of the company, from CTO level to front-line technical support.
- Strong presentation, written and verbal communication skills. Goal oriented with superior work ethic.
- Able to influence others in decision-making.
- Superior negotiation skills and the ability to negotiate with many personality types.
- Effective time management skills and the ability to work numerous projects at the same time.
- Strong problem solving skills and a high level of patience and the ability to nurture.
- Able to develop and manage internal and external business relationships of various temperaments, talents and convictions.
- Requires B2B sales experience in Managed or Cloud Hosting industry.
- 6 + years of experience selling technical products, software, or SaaS in a B2B environment.
- Proven track record of exceeding sales and revenue targets, getting immediate results while building repeatable processes, and selling innovative technologies to medium and large organizations
- Successful acquisition sales experience, incorporating value/service selling in business or marketing required.
- Experience in all facets of sales: outbound lead generation, follow up, pipeline management, training, and closing skills required.
- Documented success in closing revenue generating business and successful history working under a quota required.
- Previous strategic selling experience required.
- Bachelor's Degree in Sales, Marketing, Business or a related field required.