Enterprise Sales Executive VI
Job Summary
Job Description
This Enterprise Sales Executive VI role specializes in identifying, developing, and closing new business opportunities to drive profitable growth. The executive will own and develop customer relationships, collaborating with customers and internal resources to meet business priorities. Responsibilities include managing the full sales cycle, from acquiring new customers to growing existing accounts, leveraging industry knowledge to differentiate Rackspace's multi-cloud solutions. The role requires building deep relationships with C-suite executives, understanding customer challenges, and translating technology into impactful business solutions. The executive will also plan and execute pursuit strategies, lead account reviews, and develop strategic account plans. Higher-level responsibilities involve large deal business development and retention of strategic new and existing customers to generate sustainable revenue.
Must have:
- 15+ years of experience in sales
- Experience hunting new logos
- Experience selling hybrid cloud solutions
- Experience selling cybersecurity solutions
- Consultative sales leadership
- Develop and implement account strategies
- Build strategic relationships with clients
- Negotiate and manage tender submissions
- High awareness of market and industry trends
- Bachelor's Degree
Good to have:
- Understanding of AI solutions
- Experience selling AI & ML solutions
- Experience selling GenAI & Agentic AI
- High School Diploma or equivalent
Perks:
- Attractive compensation plan with uncapped commission
- Opportunity to upsell into opened accounts
- Special incentive plans for renewals and upsells
- Internal learning department (Rackspace University)
- Opportunities for growth and development
- Paid volunteer time off
- Health and wellness programs
6 skills required
Job Details
Specializes in identifying, developing, and closing opportunities with new or existing customers that deliver incremental profitable growth and positive customer experiences. Owns and develops customer relationships, collaborating with both customers and internal resources to address customer and company priorities. Leverages subject matter experts and provides solutions aligned with business-unit priorities to satisfy customer needs. Responsible for the full sales cycle, from winning new customers to growing share of wallet in targeted existing customers for Rackspace. Utilizes industry knowledge to differentiate Rackspace and to acquire new customers and drive new footprint. Builds deep relationships with strategic customers and prospects, presenting viable IT and business solutions. Utilizes an entrepreneurial mindset to develop a hunting list of target customers aligned with Rackspace's multi- cloud solutions. Engages with C-suite executives, leveraging executive presence and emotional intelligence to understand customer challenges and competitor behavior to translate technology into impactful business solutions. Plans and executes pursuit and win strategies for specified opportunities, leads account reviews, and provides support to ensure successful development and implementation of strategic account plans, all while embodying Rackspace's core values in the sales arena. Higher-levels responsible for large deal business development and retention of strategic new customer acquisitions and high-value existing customers to generate sustainable revenues in line with business objectives.
Career Level Summary
- Recognized as an external thought leader within a strategic organization function or job discipline and requires broad and comprehensive expertise in leading-edge theories, techniques and/or technologies within own field
- Proactively identifies and solves problems that impact the management and direction of the business
- Contributes to the development of the organizational function strategy or product or business strategy
- Progression to this level is typically restricted on the basis of individual capabilities and business requirements
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
- Experience hunting new logos with a consistent record of success in delivering new bookings.
- Understanding and experience selling hybrid cloud solutions, such as cloud migration, workload orchestration in hybrid cloud, Datacenter transformations, managed Support for hybrid cloud, reselling IT infrastructure hardware and software etc.
- Understanding and experience selling cybersecurity solutions, such as cyber resiliency solution, zero trust architecture, BCP & DR solutions etc.
- Understanding of AI solutions, such as, AI & ML solutions, Automation solutions, GenAI & Agentic AI etc.
- Take overall consultative sales leadership for the new business and/or customer relationships with a select base of high value customers.
- Create and implement account development strategies that succeed in exploiting the full business potential of the customer base, in line with business targets and objectives (Annual revenue, account growth through new business (MRR), Army of Promoters (NPS)
- Maintain and agree a twelve-month business account plan, forecast and appropriate reporting framework.
- Understand and position the whole product portfolio, including cloud and applications services to ensure future growth and retention.
- Develop close relationships at every appropriate level and fully understand the business, buying and decision-making process of the accounts.
- Build strategic relationships and Rackspace credibility within the target organization and comfortably engage at all levels of the Customer’s leadership team.
- Proactively seek opportunities to create new revenue streams including joint Business Development activity for new and/or existing enterprise accounts.
- Front all negotiations and tender submissions and facilitate and manage key communications between the company and the Customer to the highest professional standards.
- Maintain a high awareness and knowledge of corporate market, industry and internal activities to ensure that all business opportunities are identified, considered and implemented appropriately.
- Work with channel and sales reps to create and support the execution of joint business plans with key partners to drive profitable revenue and new customer acquisition for Rackspace Hosting
- Responsible for adhering to company security policies and procedure as directed.
- Installed base growth - revenue.
- Execution of new sales opportunities - MRR
- Access to new departments / divisions
- KPIs, documentation, process tracked via Salesforce.
- Other Incidental tasks related to the job, as necessary.
Knowledge
- Expert-level knowledgeable in professional sales training and sales process
- Expert-level understanding of the processes, procedures and systems used to accomplish the work and familiarity with the broader underlying concepts in own job discipline
- Expert-level knowledge of Rackspace product portfolio, strategy, competitors, and customers
Skills
- Analytical Skills
- Buying Process Skills
- Client/Customer Service
- Data-driven Decision Making
- Leadership
- Negotiation Skills
- New Account Acquisition Skills
- People Management
- Public Speaking
- Presentation Building
- Quality Assurance
- Sales Lead Generation Skills
- Sales Management
- Sales Operations Management
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
- 15+ years of experience in the field of role required
Travel
- Domestic/international travel required, greater than 50%
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.
Are you a Racker?
Rackers thrive in fast-paced environments built to inspire learning, growing, and innovating.
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!
Why work at Rackspace Technology?
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.
Make a difference. At the core of every Racker is a drive to leave the world better than we found it, and we are passionate about giving back to our communities across the globe. While Rackers can leverage paid volunteer time off for any cause, our Rack Gives Back program creates opportunities for Rackers to give their time and talent to others.
Live life completely. We offer a well-rounded suite of health and wellness programs that help our Rackers achieve a healthy and balanced lifestyle. So while our Rackers are busy taking care of our customers, we take care of our Rackers.
Additional Info:
- We offer very attractive comp plan with uncapped commission on new bookings.
- Sellers also get to keep any new accounts that they have opened and upsell into these accounts.
- Special incentive plans that pay commissions for sellers to renew accounts and upsell new propositions into their accounts.
#LI-Remote #LI-CM1
• 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: 187,200 – 329,230
• The anticipated starting pay range for the states of Hawaii and New York (not including NYC) is: 198,500 – 349,030
• The anticipated starting pay range for California, New York City and Washington is: 218,300 – 383,900
• 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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