ERP Client Executive - Central Region (Chicago, IL)
Employment Type : Full-Time
"ERP" Client Executive - Central Region (Chicago, IL)At Rackspace we accelerate the value of the cloud during every phase of digital transformation. By managing apps, data, security and multiple clouds, we are the best choice to help customers get to the cloud, innovate with new technologies and maximize their IT investments. We have been honored by Fortune, Forbes, Glassdoor and others as one of the best places to work. Join us on our mission to build the world’s best technology services company. The EPR Product Client Executive is responsible for driving acquisition and installed base sales for Rackspace technologies and services. This is a quota bearing sales role. The Client Executive responds to sales inquiries and develops qualified leads through targeted outbound calling. Responsible for the full sales cycle from lead to close. May independently close sales opportunities or serve as a technical advisor in partnership with other sales reps. Acts as a technical expert within the organization to contribute to the development of technical presentations and product strategy.
RESPONSIBILITIESSALES CYCLE: 3 – 12 monthsFOCUSMidMarket to Enterprise segment customers. Customer centric mindset, with the ability to interface with support team on a daily basis. Moderately to complex configurations.KEY ACCOUNTABILITIES- Receives qualified leads and prospects to sell solutions based on customer need.
- Leads sales process for specified Rackspace solutions.
- Meets with qualified leads and existing customers to better understand customer needs and provide proposals.
- Leads 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).
- Collaborates with prospects and customers to select the best solution to meet their needs out of the product portfolio.
- Experienced professional using best practices and knowledge of internal or external business issues to improve products or services.
- Acts as a resource for colleagues with less experience.
- Coordinates with Marketing and Product in creation of best product-specific content / messaging.
- Speaks at industry events to help drive Rackspace message, specifically CIO Summit events and data events.
KEY PERFORMANCE INDICATORS- Meets or exceeds sales targets.
- Meets or exceeds pipeline targets.
- Ensures documentation necessary for the deal is properly maintained and updated and provides leadership updates on status, resources, and financial information.
- Creates advocates out of clients by delivering fanatical customer experience and leverages client advocates to drive additional sales.
- Ensures all relevant data and reporting into CRM in timely fashion.
- Conducts analysis of each pursuit and develop best practices.
- Shares knowledge with stakeholders in strategic pursuit, support and sales organization.
SCOPELEADERSHIP/AUTONOMY- Has become mostly autonomous but still relies on manager for guidance on work.
- May provide guidance and training to new team members.
DECISION MAKING- Decisions impact the quality, efficiency and effectiveness of own team.
- May impact closely related teams through quality of output and service provided.
- Adopts and implements business and process improvements.
COMPLEXITY- Works on complex problems of diverse scope where analysis of data requires evaluation of identifiable factors.
- Demonstrates good judgment in selecting methods and techniques for obtaining solutions.
INFLUENCE- Drives cross-functional collaboration to give potential customers a seamless experience across Rackspace through sales, implementation and onboarding, and Account Management hand-off.
- Gathers and collaborates with internal resources (Portfolio Sellers, Portfolio Architects, Specialized Architects, Pro Serv) so that consistent, aligned solutions are presented to potential customers.
- Networks with internal and external contacts; recognizes the importance of relationships outside of specialty field.
- Shares knowledge with stakeholders in strategic pursuit, support, and sales organization.
KNOWLEDGE/SKILLS/ABILITIES- Knowledgeable in professional sales training and sales process.
- Business knowledge to understand customer needs and strategy and apply the value of Rackspace solutions to their specific situation.
- Requires general understanding of the processes, procedures and systems used to accomplish the work and familiarity with the broader underlying concepts in own job discipline.
- Applies understanding of how the team relates to other closely related areas to improve efficiency of own work.
- Deeps knowledge in fundamentals and sale of new or complex product families to assist Portfolio Seller in coverage of full product portfolio.
- Knowledge of Rackspace portfolio with continued development of strong expertise in one of three areas: Private Cloud, Public Cloud, or Applications.
EDUCATION:Bachelor's Degree in Sales, Marketing, Business or a related field required.EXPERIENCE- Requires 10- 12 years successful sales experience, including 5 – 7 years B2B sales in technology or a related industry with a product focus.
- Prefer experience in sales to companies with revenue of 500k to 0M+, incorporating value/service selling.
- Documented success in closing revenue generating business and successful history working under a quota required.
TRAVEL: 50-75% travel possible based on account activity.
#LI-LAF About Rackspace TechnologyWe are the multicloud solutions experts. We combine our expertise with the world’s leading technologies — across applications, data and security — to deliver end-to-end solutions. We have a proven record of advising customers based on their business challenges, designing solutions that scale, building and managing those solutions, and optimizing returns into the future. Named a best place to work, year after year according to Fortune, Forbes and Glassdoor, we attract and develop world-class talent. Join us on our mission to embrace technology, empower customers and deliver the future. More on Rackspace TechnologyThough we’re all different, Rackers thrive through our connection to a central goal: to be a valued member of a winning team on an inspiring mission. We bring our whole selves to work every day. And we embrace the notion that unique perspectives fuel innovation and enable us to best serve our customers and communities around the globe. We welcome you to apply today and want you to know that we are committed to offering equal employment opportunity without regard to age, color, disability, gender reassignment or identity or expression, genetic information, marital or civil partner status, pregnancy or maternity status, military or veteran status, nationality, ethnic or national origin, race, religion or belief, sexual orientation, or any legally protected characteristic. If you have a disability or special need that requires accommodation, please let us know. Position is available for remote work in the following states unless otherwise specified. Alabama, Arizona, Arkansas, California, Connecticut, Delaware, District of Columbia, Florida, Georgia, Idaho, Illinois, Indiana, Iowa, Kansas, Kentucky, Louisiana, Maine, Maryland, Massachusetts, Michigan, Minnesota, Mississippi, Missouri, Montana, Nebraska, Nevada, New Hampshire, New Jersey, New Mexico, New York, North Carolina, North Dakota, Ohio, Oklahoma, Oregon, Pennsylvania, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, Utah, Vermont, Virginia, Washington, West Virginia, Wisconsin, Wyoming.