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Senior Client Executive Nola Monterrey
hace 2 semanas
Drives the full sales cycle to both win and grow share of wallet in strategic accounts for Rackspace. Utilizes industry and strategic knowledge to acquire new customers and drive new footprint in large, complex, strategic, business changing deals. Develops deep relationships with strategic customers and prospects, gaining knowledge and understanding of industry challenges and long and short-term objectives in order to present viable IT solutions and create net promoters. Leverages an established network of references to win credibility. Navigates and manages a 6 - 24 month sales cycle to keep Rackspace focused on winning and growing the business relationship in a sustainable manner. Lives and demonstrates Rackspace’s core values in the sales arena.
**Key Responsibilities**:
- Responsible 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.
- In partnership with regional sales manager, finalize named prospect list, providing 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.
- Lead sales process for all Rackspace solutions, particularly large, complex, multi
- cloud pursuits requiring cross functional collaboration.
- Conduct targeted outbound prospecting within assigned accounts. Collaborates with sales support on outbounding efforts and lead generation activities.
- Engage potential client 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 and/or clients.
- Develops and nurtures relationships with key stakeholder to drive decisions that result in the close of the sale.
- Leads the negotiation, closure, and documentation of customer contracts and renewals.
- Recognized as an expert within Rackspace.
- 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, Technical Sales Reps to perform in depth assessment of customer needs and infrastructures.
- Utilizes business relationships to drive new opportunities.
- Sales Cycle
- 6 - 24 Months
- Hunter and Farmer role - acquires new customers and grows share of wallet in won customer base.
- Medium to large Enterprise segment customers.
- Customer centric mindset, with the ability to interface with support team daily.
- Moderate to highly complex configurations.
- Sells to high-level, majority of interactions with C-suite management.
- Decisions impact the direction of and resource allocation for unit operations and could impact overall business activities.
- Identifies and resolves unique situations of substantial significance in field of expertise or knowledge.
- Applies ingenuity and creativity to problem analysis and resolution in complicated and/or novel situations.
- Uses independent judgment to determine methods, techniques and evaluation criteria for obtaining.
- Drives cross-functional collaboration to give potential customers a seamless experience across Rackspace through sales, implementation and onboarding, and Account Management hand-off.
- Gathers and collaborates with internal resources (Specialist Sellers, Portfolio Architects, Specialized Architects, Pro Serv) so that consistent, aligned solutions are presented to potential customers.
- Builds and manages relationships with senior client leaders at assigned accounts to influence the client’s strategic and purchasing decisions.
- Networks with key stakeholders and executives external to the specialty area.
- Meets or exceeds sales targets.
- Meets or exceeds pipeline targets.
- Ensures documentation necessary for the deal is properly maintained and updated and provides leadership updates on status, resources, and financial information.
- Creates advocates out of clients by delivering fanatical customer experience and leverages client advocates to drive additional sales.
- Ensures all relevant
