AWS Alliance Partner Sales Manager III

Summary

Join Rackspace Technology as an Alliance Manager and play a pivotal role in driving revenue growth through strategic partnerships. You will be responsible for improving alignment with alliances across sales, product, marketing, and commercial teams. This position requires in-depth knowledge of your job discipline and related fields, and involves solving complex problems independently. You will lead projects, mentor colleagues, and build strong relationships with partners and internal teams. The role demands strong communication, presentation, and negotiation skills, along with experience in developing and implementing partner programs. Success in this role will be measured by key metrics such as sourced vs. influenced deals, conversion and closure rates, and direct churn saves.

Requirements

• 5 - 7 years of experience in the field of role required
• High School Diploma or regional equivalent required
• Bachelor's Degree required, preferably in field related to role
• Analytical Skills
• Budget Management
• Business/Sales Development Skills
• Client/Customer Service
• Digital Transformation
• Negotiation Skills
• Operational Strategy Skills
• Platform/Technical Software Support
• Process Improvement
• Product Portfolio Management
• Project Management
• Sales Strategy Skills
• Stakeholder Management (external/internal)
• Technology Integration
• Intermediate knowledge of planning, designing and executing partner programs that drive partner interest and demand
• 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
• 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 and 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

Responsibilities

• Owns a piece of a relationship with an alliance or may own a smaller alliance relationship
• 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

Preferred Qualifications

At the manager’s discretion, additional relevant experience may substitute degree requirement

Benefits

• 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
• We offer a well-rounded suite of health and wellness programs that help our Rackers achieve a healthy and balanced lifestyle
• 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
• #LI-Remote