Account Executive

Sales San Antonio, Texas


Description

Job Overview: Specializes in acquiring customers through outbounding opportunities and driving growth in the existing customer base. Responsible for providing customers with product solutions based on facts and understanding of customers' business needs and strategy. Generates and owns opportunities through the full sales cycle from lead to close.

Responsibilities: 

  • Build and own simplified account plans for distributed accounts
  • Build and own integrated portfolio plan to prioritize activities targeted at named prospects
  • Coordinate with Account Manager to build simplified account plans for new footprint and growth in current account base, including pursuit plan for cross-sell/upsell, timeline, deliverables, and goals
  • Coordinate with Account Manager to build and own integrated portfolio plan to prioritize activities targeted at named accounts
  • 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.
  • Partners with Sales Development Reps to execute against named prospect list and targeted pursuits
  • Lead sales process for all Rackspace solutions
  • Meet virtually with qualified leads to better understand customer needs and provide proposals
  • Lead efforts to create proposal for solution to prove value add
  • Leads the negotiation, closure, and documentation of customer contracts and renewals (for customers with growth potential)
  • Collaborate with prospective customers to select the best solution to meet their needs out of the full product portfolio.
  • Work with customers to identify prospects for sales growth and new business.
  • Experienced professional using best practices and knowledge of internal or external business issues to improve products or services.
  • Works independently, but receives some guidance and direction from manager then determines best approach to accomplish work.
  • Acts as a resource for colleagues with less experience.

Key Performance Indicators 
  • Meets or exceeds sales target
  • Meets or exceeds created opportunities target
  • Meets or exceeds QBR metric target
  • Meets or exceeds account plan target
  • Meets or exceeds SoW/Dormancy target
  • Ensure documentation necessary for the deal is properly maintained and updated and provide leadership updates on status, resources, and financial information
  • Create advocates out of clients by delivering fanatical customer experience and leverage client advocates to drive additional sales.
  • Ensure all relevant data and reporting into CRM in timely fashion.

Job Requirements:
  • Bachelor's Degree in Sales, Marketing, Business or a related field required.
  • Requires 5-7 Years of B2B Sales experience in Cloud Computing (SaaS, PaaS, IaaS), Services, Apps, and/or Security.
  • Internal: Requires 8 - 10 years professional sales experience, including a minimum of 4 years of progressive experience in Rackspace or a direct competitor's sales organization.
  • Previous strategic selling experience required.
  • Documented success selling into the MidMarket segment required.
  • Experience with outbound sales activities
  • Experience cultivating new business with new customers
  • 25-50% travel possible. 

#LI-DH1