Senior Business Development / Director - Cloud
London, United Kingdom | Rackspace
Job Description:138 people have viewed this job
Medium to large 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.
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.
Collaborates with partner sales and regional sales leadership to finalize named prospect and account lists, providing input into additional strategic pursuits within territory that align with overall Rackspace competitive and product strategy.
Coordinates with Marketing to select targeted marketing plays to run for named products and prospects; assists sales organization in executing market/prospect plays.
Leads sales process for Rackspace solutions, particularly large, complex, multi-cloud pursuits requiring cross functional collaboration.
Collaborates with Customer Success 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.
Requires relevant successful B2B sales experience, including experience in technology or a related industry
Requires B2B sales experience in Managed or Cloud Hosting industry.
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.
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.
Able to develop and manage internal and external business relationships of various temperaments, talents and convictions.
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