Overview & Responsibilities
Our Enterprise Install Base Sales team is currently seeking an Associate Strategic Account Executive. This role is a great opportunity for Rackers who are currently based at Castle and are looking to prove they have what it takes to grow large, complex, $1B+ sized customers. If the Racker is successful in this role, you may have the opportunity to move into an Strategic Account Executive role based in the field over time.
Responsible for managing the relationship for our large, strategic accounts.
Provide a higher level of strategy, business management and support leadership in order to enable rapid growth and long-term relationships with our largest, most complex customers.
Manage overall customer relationship with assigned major named account(s).
Strategically focus on consultative selling our services (cloud, hosting and managed services) based on clients needs.
Stay educated on our suite of services to meet customer needs for multiple organizations within the client landscape.
Leverage existing relationships to expand footprint with existing client.
Effectively organize workload to exceed sales metrics and accurately forecast all revenue opportunities efficiently.
Manage multiple decision makers.
Must be able to handle price negotiations with a focus on value-based selling and position the core differentiators of Rackspace in a way that clearly shows our customers what they will receive for their commitments to us.
Use knowledge to influence, teach, and motivate others towards accomplishing a common goal.
Logically communicate complex technical information and ideas so others will understand.
Demonstrated ability to consistently provide FANATICAL support.
5+ years significant industry knowledge and experience selling cloud, hosting and/or managed services (where the environments involve a complexity of 2 servers, firewall and above).
7+ years of high-energy enterprise IT sales
Tenured C-Level Enterprise technology sales experience with expert level account management expertise.
Sales experience that is well respected, with a proven Rolodex within the existing customer account.
Technical and Business acumen to communicate solutions based on customer requirements.
Proven track record with assigned client base that leads to successfully exceeding sales targets.
Ability to be a valued Trusted Advisor by having knowledgeable complex technical conversations.
Familiar with CRM tools (i.e. salesforce.com).
Effective communicator and presenter that consistently aligns with senior-level management in order to positively affect the final purchase decisions.
Highly skilled in managing complex sales cycles and navigating large procurement organizations and processes.
Viewed as a leader and an expert on high-performing teams.
Expert at applying our adopted sales stage methodology to ensure maximum revenue is generated from every opportunity created and shares this knowledge with others.
Must be able to align with our core values.