Senior Alliance Manger

Overview

PRIMARY RESPONSIBILITY: Responsible for acquiring, activating, and accelerating Rackspace’s partner business while driving incremental revenue to the business. Works with Rackspace New Sales Team and Business Development Reps to establish, grow, and manage partner relationships.

• SCOPE:Usually responsible for moderately complex partners, and somewhat difficult to close sales. Smaller partner base, builds deep relationships with each partner.
• KNOWLEDGE/SKILLS/ABILITY:Basic understanding of the managed hosting and Cloud industry, and the Rackspace product/service set. Strong indirect revenue and lead generation knowledge, including knowledge of all facets of the sales process and experience forming successful partnerships. Strong understanding of the basics of business development, with the ability to implement go-to-market strategies with 3 rd Excellent selling and interpersonal skills. excellent presentation, written and verbal communications skills. ability to proactively generate leads, work under a quota, and effectively maintain/expand business relationships through e-mail, phone, and face-to-face contact. Ability to communicate technical info and ideas so others will understand. ability to successfully work and promote inclusiveness in small groups. Must be well organized and attentive to details. Ability to handle multiple project simultaneously prioritizing work to meet competing deadlines. Ability to make appropriate decisions considering the relative costs and benefits of potential actions. Ability to provide FANATICAL support.

Qualifications

• JOB COMPLEXITY:Develops mastery of at least three of the following focus areas: Sales acumen, partner enablement, operations, and industry knowledge. Manages the relationship with members of the Rackspace Partner Network. Focuses on lead generations and top of funnel activities in order to drive leads and opportunities to sell Rackspace portfolio through indirect sales channels. Serves as liaison to partners with regards to any sales related issues. Performs lead generation and business development activities through indirect sales channels in order to achieve or exceed assigned lead generation and revenue objectives. Contacts and visits partners and prospective customers to determine needs. Creates and performs sales presentations to pitch Partner Program and create joint value proposition between Rackspace and Partners. Remains knowledgeable of company’s products/services to facilitate partner sales efforts. Maintains partner sales records and prepares partner sales reports as required. Maintains regular contract with partners to ensure FANATICAL support and partner NPS scores. Maintains regular schedule of contact via phone and on-site visits as needed. Educates partners on Rackspace portfolio and enablement for tools and resources to help drive demand through the partner channel.
• SUPERVISION:Operates under moderate supervision, receiving little instruction on day-to-day work and general instruction on new assignments.
• EXPERIENCE/EDUCATION:High school diploma or equivalent required. Bachelor’s degree or equivalent experience in business or sales management required. 3 – 5 years of sales, channel sales, or business development experience required.
• PHYSICAL DEMANDS:General office environment. May require long periods sitting and viewing a computer monitor. Moderate levels of stress may occur at times. No special physical demands required.