Specializes in growing existing customer spend and footprint with Rackspace. Responsible for providing customers with product solutions based on facts and understanding of customers' business needs and strategy. Owns opportunities through the full sales cycle from lead to close. **Key Responsibilities**: - Coordinates with Account Manager to build simplified account plans, including pursuit plan for cross sell/upsell, timeline, deliverables, and goals. - Coordinates with Account Manager to build and own integrated portfolio plan to prioritize activities targeted at named accounts. - Coordinates with Marketing, Account Manager, and SDR to determine targeted marketing plays. - Leads sales process for all Rackspace solutions, particularly large, complex, multi-cloud pursuits requiring cross functional collaboration. - Proactively seeks new opportunities within existing accounts. - Meets virtually with qualified leads to better understand customer needs and provide proposals. - Leads efforts to create proposal for solution to prove value add. - Leads the negotiation, closure, and documentation of customer renewals for customers with growth potential. - Works with Account Manager to invest in higher service levels for a customer with low MRR but high wallet and to identify and pursue opportunities for upgrades, cross-selling, and upselling. - Uses specialized expertise in one or more areas to interpret internal or external business issues and recommends best practices. - Solves complex problems and takes a broad perspective to identify innovative solutions. - Sales Cycle - 1 - 9 Months.- Mid Market into Small Enterprise segment customers. - Customer centric mindset, with the ability to interface with support team on a daily basis. - Moderate to highly complex configurations. - Sells to high-level, up to C-suite management. - 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 data and reporting into CRM in timely fashion. **Knowledge**: - Experience working regionwide is preferred: Perú, Ecuador and Chile's market. - Must have the experience and business savvy necessary to interact directly with CTO, CIO, VP and other senior roles within the customer organization. - Must have the business connections to gain access to new customers through self-directed referrals and customer penetration activities. - Requires specialized expertise in own job family/discipline and working knowledge of other related job families/job disciplines. - Applies understanding of the industry and how own area contributes to the achievement of objectives. - Able to communicate the same message in a different way to both technical and business oriented people. Superior ability to adapt messages to stakeholders at all levels of the company, from CTO level to front-line technical support. - Strong presentation, written and verbal communication skills. Goal oriented with superior work ethic. - Able to influence others in decision-making. - Superior negotiation skills and the ability to negotiate with many personality types. - Effective time management skills and the ability to work numerous projects at the same time. - Strong problem solving skills and a high level of patience and the ability to nurture. - Able to develop and manage internal and external business relationships of various temperaments, talents and convictions. **Experience**: - Requires 10+ years successful B2B sales experience, including a minimum of 6 years of experience in technology or a related industry. - Successful account management/IB sales experience, incorporating value/service selling in business or marketing required. - Experience in all facets of sales: outbound lead generation, follow up, pipeline management, training, and closing skills required. - Documented success in closing revenue generating business and successful history working under a quota required. **Travel**: - 25 - 50% travel possible based on account activity. Work mode: Work from Home LI-JR1 - #LI-Remote **About Rackspace Technology** **More on Rackspace Technology