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Rackspace Technology · 4 days ago

Alliance Partner Sales Manager V - Broadcom/VMware - Remote

United States

Full-time

Remote

Senior Level, Lead/Staff

$156K/yr - $274K/yr

12+ years exp

Rackspace Technology is seeking an Alliance Partner Sales Manager V to drive incremental pipeline opportunities and improve win rates for VMware and Broadcom alliances. The role will focus on establishing strategic business plans, enhancing partner relationships, and ensuring customer success through collaborative efforts across sales, product, and marketing teams.

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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

Alliance Metrics: Sourced vs. Influenced, Conversion Rates (MQL to Opp), Closure Rates (Opp to Close), Direct churn saves

Sales Leadership: 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). Establish a governance and cadence model with leaders

Business Planning: Define and execute sales strategy for AWS, Microsoft, VMware and/or Google

Alliance Partner Knowledge: Strong understanding of the partner, including partner economics, solution development, processes to take a solution to market and successful partner management. Understands partners’ sales and sales management goals and objectives, and what influences behavior. Growth in leading sales and alliance teams and understands collaborative relationship that must exist to grow the business

Program Knowledge: Strong understanding of channel and alliance partner programs. Partners with Rackspace sales teams to implement our program offerings and assures Rackspace is provider of choice for our ecosystem partners

Collaborative: Works collaboratively with all supporting technical integration, marketing, field sales and channel support organizations to ensure all organizations understand what we are trying to accomplish and the importance of their role / organization in our success

Presentation Skills: Skilled communicator and effective at delivering executive level presentations. Ability to build and manage Director VP+level relationships

Conflict Resolution: 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

Qualification

Sales Strategy SkillsAlliance Partner KnowledgeBusiness PlanningNegotiation SkillsAnalytical SkillsStakeholder ManagementDigital TransformationProject ManagementClient/Customer ServiceBudget ManagementOperational Strategy SkillsTechnology IntegrationProcess ImprovementProduct Portfolio Management

Required

Recognized 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

Exceeds expectations by consistently demonstrating accountability, discipline, high performance, and a proven track record of exceptional results

Prioritizes customer needs and satisfaction through collaborative and proactive problem-solving, and an unwavering commitment to customer success

Possesses deep understanding of customer needs and continually grows and enhances skills to provide customer-focused solutions

Quickly adapts and responds to dynamic customer needs and expectations through innovative solutions

Cultivates a positive and supportive environment to effectively work together towards a common goal, fostering trust within Rackspace and with external stakeholders

Owns alliance relationship and is responsible for growing and developing the alliance partnership

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