Overview & Responsibilities
PRIMARY RESPONSIBILITY: Applies an intermediate knowledge of solutioning principles to sales opportunities with low to moderate MRR potential. Working knowledge of entire Rackspace portfolio. Works in close collaboration with sales teams to design technical solutions for specific opportunities.
KNOWLEDGE/SKILLS/ABILITY: Proven technical knowledge with ability to quickly learn new concepts. Working knowledge of entire Rackspace portfolio and the competitive landscape. Full understanding of Rackspace support and sales processes with demonstrated success in closing both transactional and increasingly complex business (multiple customer touch points and month+ sales cycle). Understanding of the sales stages and the SE role in each. Strong attention to detail, communication skills (written and verbal) and interpersonal skills. Ability to prioritize deals and training through effective time management. Strong problem solving, analytical, presentation and whiteboarding skills. Track record of success working through technical challenges. Track record of success dealing with ambiguity (internal and external) and working collaboratively with other departments and organizations to solve challenging problems.
JOB COMPLEXITY: Leverages training, education, and previous experience to gather customer requirements, respectfully challenge customer assumptions, and translate into a Rackspace supportable solution. Primary technical contact on specific opportunities with moderate complexity. Understands internal Rackspace processes. Learns the Sales buying cycle. Provides assistance and support for internal processes and fellow team members. Provides a first level of technical response to RFP/RFIs. Participates in customer calls and face to face meetings. Evaluates customer needs and proposes solution designs for specific opportunities. Intermediate knowledge of solutioning concepts with a working knowledge of how to apply them. Familiar with the tools of the solutioning trade (Salesforce, Proposal Tools, Technology Sizing Tools). Responsible for associated activities such as capturing notes and activities in Salesforce and managing deal pipeline. Learns how to recognize buying signs, compelling events, and decision makers. Identifies and handles common technical customer objections. Builds a relationship with the customer and earns Trusted Advisor status.
SUPERVISION: Receives general instructions from leadership. Expected to rationalize solutions before seeking assistance.
EXPERIENCE/EDUCATION: Bachelor's degree in Engineering, Computer Science, Information Systems, or Business. Experience may substitute for the degree requirement. High school diploma or equivalent required. Requires 5+ years working experience as an IT systems administrator including a minimum of 2+ years web hosting experience, OR 2+ years solutions engineering experience. Equivalent customer facing technical sales experience may substitute. Industry certifications desirable: Linux+, RHCSA, RHCE, MCSE, MCSA, MCITP, CCNA,AWS Cloud Certifications, Azure Cloud Certifications and Google Cloud Certifications.
PHYSICAL DEMANDS: General office environment. May require long periods sitting and viewing a computer monitor. Moderate levels of stress may occur at times. No special physical demands required.
VISA QUALIFICATION: This role does not meet the requirements for foreign-worker sponsorship .
TRAVEL REQUIREMENTS: One week a month of travel may be required.