Rackspace Technology · 4 weeks ago
Alliance Partner Sales Manager V - Dell - Remote
United States
Full-time
Remote
Senior Level, Lead/Staff
$156K/yr - $274K/yr
12+ years expRackspace is a company dedicated to delivering exceptional customer experience and driving revenue growth through strategic partnerships. The Alliance Partner Sales Manager will be responsible for managing and expanding the alliance relationship with Dell, focusing on sales alignment, co-selling agreements, and partner enablement activities to enhance business performance.
Web Hosting
Responsibilities
Owns alliance relationship and is responsible for growing and developing the alliance partnership. May own multiple alliance relationship or be involved multiple alliance
Evaluate and establish co-selling agreements when possible
Establish programmatic selling activities with Rackspace sales team and Alliance partner sales teams
Establish and strengthen executive sales alignment by building joint strategic business plans with partners and programmatically drive towards key success metrics
Participate in regular interaction with Rackspace peers across other business units as well as executives and sales leadership on activities ranging from strategic go- to-market activities to managing quarterly business reviews
Interact with the partner’s customer base to ensure they are successful using our services and are properly enabled to identify and qualify Rackspace opportunities
Assist in the development and implementation of partner enablement activities, creating repeatable best practices and measurements of effectiveness
Create regional field alignment between RAX Commercial and Enterprise sales teams and Alliance sales teams
Incorporate Tier 1 sales plays with Channel Partners
Drive co-sell motion via territory mapping
Conduct enablement of Alliance sellers (matrixed with Product)
Drive incremental pipeline and opportunities
Reduce direct churn rates to alliance partners
Decisions impact the achievement of customer, operational, program or service objectives
Demonstrates strong judgment and creativity in selecting methods and techniques for obtaining solutions
Works on significant and unique issues where analysis of situations or data requires an evaluation of intangibles
Solves complex problems and takes a broad perspective to identify innovative solutions
Completes strategic work, using learning and creativity to resolve new situations
Actions are guided by policies, resource requirements, budgets and the area business plan
Leads the analysis and solution of business problems regarding operations, products, services or customers
Analyzes information, asks questions and checks for understanding using learned techniques and applying creativity in new situations
Applies acquired skills and experience to complete complex tasks
Works independently, with guidance in complex situations only
May provide guidance and training to new team members
Decisions impact the achievement of customer, operational, program or service objectives
Contributions often result in business or process improvements
Actions are guided by personal goals and objectives
Works on significant and unique issues where analysis of situations or data requires an evaluation of intangibles
Leads others to solve issues of diverse scope where analysis requires an understanding of current business trends
Uses sophisticated analytical thought to exercise judgment and identify innovative solutions
Expected to weigh multiple options and outcomes, considering impact within and outside of client group and business function. Typically resolves issue independently utilizing input from peers and superiors
Uses specialized expertise in one or more areas to interpret internal or external business issues and recommends best practices
Networks with key internal and external contacts, developing strong relationships outside of specialty field
Qualification
Required
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
Sales accreditation or certification in Alliance platform strongly required
12 - 14 years of experience in the field of role required
Expert-level knowledge of planning, designing and executing partner programs that drive partner interest and demand
Analytical Skills
Budget Management
Business/Sales Development Skills
Client/Customer Service
Digital Transformation
Negotiation Skills
Operational Strategy Skills
Platform/Technical Software Support
Process Improvement
Product Portfolio Management
Project Management
Sales Strategy Skills
Stakeholder Management (external/internal)
Technology Integration
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
Ability to articulate a clear vision of the future state, outlining the steps required to get there, and secure the commitment of the partner and Rackspace to meet quarterly objectives (solution development, pipeline, revenue generation)
Strong understanding of the partner, including partner economics, solution development, processes to take a solution to market and successful partner management
Strong understanding of channel and alliance partner programs
Skilled communicator and effective at delivering executive level presentations
Able to surface and resolve breakdowns in commitment and drive behavior changes required
Utilize business relationship skills, such as negotiating with customers or management, or using influencing skills with senior level leaders regarding matters of significance to the organization
Benefits
Paid volunteer time off
Rack Gives Back program
Health and wellness programs
Company
Rackspace Technology
Rackspace Technology is a leading end-to-end hybrid cloud and AI solutions company.
5001-10000 employees
Funding
Current Stage
Late StageTotal Funding
unknown2016-08-08Acquired
Leadership Team
Mark Marino
EVP, Chief Financial Officer
Recent News
GlobeNewswire News Room
2024-01-15
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