AWS Alliance Partner Sales Manager III
Job Summary
Job Description
- Own relationships with alliances or manage smaller alliance relationships.
- Evaluate and establish co-selling agreements.
- Establish programmatic selling activities with sales teams.
- Strengthen executive sales alignment via joint business plans.
- Participate in regular interactions with peers and leadership.
- Interact with partner's customer base for service success.
- Assist in developing and implementing partner enablement activities.
- Create regional field alignment between sales teams and alliance teams.
- Incorporate Tier 1 sales plays with Channel Partners.
- Drive co-sell motion via territory mapping.
- Conduct enablement of Alliance sellers.
- Drive incremental pipeline and opportunities.
- Reduce direct churn rates to alliance partners.
- Demonstrate good judgment in selecting methods and techniques.
- Works on complex problems of diverse scope.
- Analyzes information, asks questions and checks for understanding.
- Applies acquired skills and experience to complete tasks.
- May suggest improvements to existing processes.
- Networks with internal and external contacts.
- Manage Alliance Metrics: Sourced vs. Influenced, Conversion Rates, Closure Rates, Direct churn saves.
- Articulate a clear vision of the future state and secure commitment.
- Define and execute sales strategy for AWS.
- Strong understanding of partner economics, solution development, and go-to-market processes.
- Strong understanding of channel and alliance partner programs.
- Works collaboratively with supporting organizations.
- Skilled communicator and effective at delivering executive presentations.
- Build and manage Director and VP level relationships.
- Able to surface and resolve breakdowns in commitment.
- Utilize business relationship skills, such as negotiating and influencing.
- Intermediate knowledge of planning, designing and executing partner programs that drive partner interest and demand.
- Health and wellness programs
- Training and development opportunities
- Paid volunteer time off
3 skills required
Job Details
Careel Level Summary
- Requires in-depth conceptual and practical knowledge in own job discipline and basic knowledge of related job disciplines
- Solves complex problems
- Works independently, receives minimal guidance
- May lead projects or project steps within a broader project or may have accountability for on-going activities or objectives
- Acts as a resource for colleagues with less experience
- Level at which career may stabilize for many years or until retirement
Critical Competencies
- Excellence: Exceeds expectations by consistently demonstrating accountability, discipline, high performance, and a proven track record of exceptional results.
- Customer-driven: Prioritizes customer needs and satisfaction through collaborative and proactive problem-solving, and an unwavering commitment to customer success.
- Expertise: Possesses deep understanding of customer needs and continually grows and enhances skills to provide customer-focused solutions.
- Agility: Quickly adapts and responds to dynamic customer needs and expectations through innovative solutions.
- Compassion: Cultivates a positive and supportive environment to effectively work together towards a common goal, fostering trust within Rackspace and with external stakeholders.
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.
- 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
- Intermediate knowledge of planning, designing and executing partner programs that drive partner interest and demand
Skills
- Analytical Skills
- Budget Management
- Business/Sales Development Skills
- Client/Customer Service
- Digital Transformation
- Negotiation Skills
- Operational Strategy Skills
- Platform/Technical Software Support
- Process Improvement
- Product Portfolio Management
- Project Management
- Sales Strategy Skills
- Stakeholder Management (external/internal)
- Technology Integration
Education
- High School Diploma or regional equivalent required
- Bachelor's Degree required, preferably in field related to role. At the manager’s discretion, additional relevant experience may substitute degree requirement
Experience
- 5 - 7 years of experience in the field of role required
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.
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They are mission-inspired, values-grounded, culture-focused, and dedicated to making a positive impact in everything they do.
Rackers are inherently wired to solve problems and share ideas in small, nimble teams.
As experts in what they do, Rackers are serious about delivering a Fanatical Experience™ to our customers.
Rackers are valued members of a winning team on an inspiring mission and we want you to join the Racker family!
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Find your fanatical. We deliver the best customer experience in the industry to businesses that perform life-saving research, power cities, and feed millions.
Come as you are. Cultivating inclusion is not just the right thing to do, it enables us to win. Our Executive Inclusion Council and Racker Resource Groups (RRGs) partner to enable an inclusive workplace and drive initiatives such as Rackspace’s participation in the annual Texas Conference for Women.
Satisfy your curiosity. No matter where you are going, we can help you get there. Our internal learning department, Rackspace University®, provides training and development to Rackers – from Microsoft™ certifications to effective leadership training – our goal is to help you grow.
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• The following information is required by pay transparency legislation in the following states: CA, CO, HI, NY, and WA. This information applies only to individuals working in these states.
• The anticipated starting pay range for Colorado is: 109,100 – 191,950
• The anticipated starting pay range for the states of Hawaii and New York (not including NYC) is: 115,700 – 203,500
• The anticipated starting pay range for California, New York City and Washington is: 127,200 – 223,740
• Unless already included in the posted pay range and based on eligibility, the role may include variable compensation in the form of bonus, commissions, or other discretionary payments. These discretionary payments are based on company and/or individual performance and may change at any time. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location. Information on benefits offered is here.
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