Enterprise Sales Executive V - Washington, Dc

*We are seeking someone commutable to the Washington, DC area bi-weekly.
Specializes in identifying, developing, and closing opportunities with new or existing customers to 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 are 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 SummaryRecognized as an expert within the company and requires in-depth and/or breadth of expertise in own job discipline and broad knowledge of other job disciplines within the organization function.Solves unique problems that have a broad impact on the business.Contributes to the development of organizational sub-function strategy.Progression to this level is typically restricted on the basis of business requirements.Critical CompetenciesExcellence: 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 ResponsibilitiesResponsible for full sales cycle from lead to close.Builds and owns account plans, including pursuit plan, timeline, deliverables, and goals, for named prospects and strategic accounts assigned to them.Builds and owns integrated portfolio plan to prioritize activities targeted at prospects and customer base.Provides input into additional strategic pursuits within territory that align with overall Rackspace competitive strategy.Coordinate with Marketing and BDRs to select targeted marketing plays to run for sales plays.Leads defined sales process for all Rackspace solutions.Conduct targeted outbound prospecting within assigned accounts.
Collaborates with sales support on outbound efforts and lead generation activities.Utilizes business relationships to drive new business opportunities for new and/or existing enterprise accounts.Engage potential customers to understand high-level needs and verify right fit for Rackspace solution and to qualify leads based on set framework.Performs proactive assessments of how well Rackspace solutions meet the customer requirements and what customization would be required; presents the assessment to customers as part of the sales process.Lead efforts to create proposal for solution to prove value add.
Provides customers with Rackspace product offering based on facts and an understanding of their current/future business needs and objectives.Develops and delivers innovative strategies that benefit customers.Develops and nurtures relationships with key stakeholders to drive decisions that result in the close of the sale.Leads the negotiation, closure, and documentation of customer contracts and renewals.Proactively identifies and participates in the resolution of complex problems that impact the direction of the business.Identifies opportunities to create promoter partners & customers and works to identify new ways to leverage our product set in order to delight them.Cultivates and maintains strong relationships with Support Teams, Account Managers, and Sales Support Teams.Works closely with Sales Engineers and Technical Sales Reps to perform in-depth assessments of customer needs and infrastructures.KnowledgeExpert-level knowledge 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.SkillsAnalytical SkillsBuying Process SkillsClient/Customer ServiceData-driven Decision MakingLeadershipNegotiation SkillsNew Account Acquisition SkillsPeople ManagementPublic SpeakingPresentation BuildingQuality AssuranceSales Lead Generation SkillsSales ManagementSales Operations ManagementEducationHigh School Diploma or regional equivalent required.Bachelor's Degree required, preferably in a field related to the role.
At the manager's discretion, additional relevant experience may substitute degree requirement.Experience12 - 14 years of experience in the field of role required.TravelDomestic/international travel required, greater than 50%.DisclaimerThe 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.
Satisfy your curiosity.
No matter where you are going, we can help you get there.
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.
Live life completely.
We offer a well-rounded suite of health and wellness programs that help our Rackers achieve a healthy and balanced lifestyle.

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