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 you will work independently, solving complex problems and acting as a resource for colleagues. You will own a portion of alliance relationships, evaluate co-selling agreements, and establish programmatic selling activities. The role involves building joint strategic business plans with partners, interacting with the partner's customer base, and developing partner enablement activities. You will also create regional field alignment, incorporate sales plays with channel partners, and drive co-sell motion via territory mapping.

Requirements

• Requires in-depth conceptual and practical knowledge in own job discipline and basic knowledge of related job disciplines
• Solves complex problems
• Works independently, receives minimal guidance
• May lead projects or project steps within a broader project or may have accountability for on-going activities or objectives
• Acts as a resource for colleagues with less experience
• 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
• 5 - 7 years of experience in the field of role required
• 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
• 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
• Intermediate knowledge of planning, designing and executing partner programs that drive partner interest and demand
• Alliance Metrics: Sourced vs. Influenced, Conversion Rates (MQL to Opp), Closure Rates (Opp to Close), Direct churn saves

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

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
• Unless already included in the posted pay range and based on eligibility, the role may include variable compensation in the form of bonus, commissions, or other discretionary payments. These discretionary payments are based on company and/or individual performance and may change at any time