Healthcare IT Services Sales Executive V

Summary

Join Rackspace as a sales expert, specializing in identifying and closing profitable opportunities with new and existing customers. Develop and maintain strong customer relationships, collaborating with internal resources to address customer and company priorities. Leverage subject matter experts to provide solutions aligned with business-unit priorities. Manage the full sales cycle, from lead generation to contract negotiation and renewal. Build deep relationships with strategic customers, presenting viable IT and business solutions, and utilizing an entrepreneurial mindset to develop a hunting list of target customers. Engage with C-suite executives, leveraging executive presence and emotional intelligence to understand customer challenges and competitor behavior. Plan and execute pursuit and win strategies for specified opportunities, lead account reviews, and provide support to ensure successful development and implementation of strategic account plans.

Requirements

• Expert-level knowledgeable in professional sales training and sales process
• Expert-level understanding of the processes, procedures and systems used to accomplish the work and familiarity with the broader underlying concepts in own job discipline
• Expert-level knowledge of Rackspace product portfolio, strategy, competitors, and customers
• Analytical Skills
• Buying Process Skills
• Client/Customer Service
• Data-driven Decision Making
• Leadership
• Negotiation Skills
• New Account Acquisition Skills
• People Management
• Public Speaking
• Presentation Building
• Quality Assurance
• Sales Lead Generation Skills
• Sales Management
• Sales Operations Management
• 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
• 12-14 years of experience in the field of role required
• Domestic/international travel required, greater than 50%

Responsibilities

• Responsible for full sales cycle from lead to close
• Builds and owns account plans, including pursuit plan, timeline, deliverables, and goals, for named prospects and strategic accounts assigned to them
• Builds and owns integrated portfolio plan to prioritize activities targeted at prospects and customer base
• Provides input into additional strategic pursuits within territory that align with overall Rackspace competitive strategy
• Coordinate with Marketing and BDRs to select targeted marketing plays to run for sales plays
• Leads defined sales process for all Rackspace solutions
• Conduct targeted outbound prospecting within assigned accounts. Collaborates with sales support on outbound efforts and lead generation activities
• Utilizes business relationships to drive new business opportunities for new and/or existing enterprise accounts
• Engage potential customer to understand high-level needs and verify right fit for Rackspace solution and to qualify leads based on set framework
• Performs proactive assessments of how well Rackspace solutions meet the customer requirements and what customization would be required; presents the assessment to customers as part of the sales process
• Lead efforts to create proposal for solution to prove value add. Provides customers with Rackspace product offering based on facts and an understanding of their current/future business needs and objectives
• Develops and delivers innovative strategies that benefit customers and/or customers
• Develops and nurtures relationships with key stakeholder to drive decisions that result in the close of the sale
• Leads the negotiation, closure, and documentation of customer contracts and renewals
• Recognized as an expert within Rackspace
• Proactively identifies and participates in the resolution of complex problems that impact the direction of the business
• Identifies opportunities to create promoter Partners & Customers and works to identify new ways to leverage our product set in order to delight them
• Cultivates and maintains strong relationships with Support Teams, Account Managers and Sales Support Teams
• Works closely with Sales Engineers, Technical Sales Reps to perform in depth assessment of customer needs and infrastructures
• Utilizes business relationships to drive new opportunities
• Other Incidental tasks related to the job, as necessary

Benefits

• Find your fanatical . We deliver the best customer experience in the industry to businesses that perform life-saving research, power cities, and feed millions
• Come as you are . Cultivating inclusion is not just the right thing to do, it enables us to win. Our Executive Inclusion Council and Racker Resource Groups (RRGs) partner to enable an inclusive workplace and drive initiatives such as Rackspace’s participation in the annual Texas Conference for Women
• Satisfy your curiosity . No matter where you are going, we can help you get there. Our internal learning department, Rackspace University®, provides training and development to Rackers – from Microsoft™ certifications to effective leadership training – our goal is to help you grow
• Make a difference . At the core of every Racker is a drive to leave the world better than we found it, and we are passionate about giving back to our communities across the globe. While Rackers can leverage paid volunteer time off for any cause, our Rack Gives Back program creates opportunities for Rackers to give their time and talent to others
• Live life completely . We offer a well-rounded suite of health and wellness programs that help our Rackers achieve a healthy and balanced lifestyle. So while our Rackers are busy taking care of our customers, we take care of our Rackers