Rackspace

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Field Sales Executive LATAM

Field Sales Executive LATAM

Req # 
37964
Location(s) 
MX-HID-Mexico City
Category 
Sales

Job Overview

Overview & Responsibilities

PRIMARY RESPONSIBILITY:

- Drives the full sales cycle to win new strategic accounts for Rackspace. 

- Utilizes industry and strategic knowledge to win large, complex, strategic, business changing deals.

- Penetrates and wins a strategic customer while also making them a net promoter.

- Leverages an established network of references to win credibility.

- Navigates and manages a 6-12 month sales cycle to keep Rackspace focused on winning the strategic customer.

- Lives and demonstrates Rackspace core values in the sales arena

 

JOB COMPLEXITY:

  • Owns and manages the end to end complex sales cycle to close a strategic new customer for Rackspace.
  • Develops a deep understanding of the prospect's decision-making, business planning and budget processes and drives them to want to close a deal with Rackspace.
  • Tempers customers emotional buys with logic and strong business benefit.
  • Calls on executive leadership to set priorities, resolve impasses, set strategic direction, and muster resources to win the strategic opportunity.
  • Requires executive resources to help close the business with prospect's executives and board.
  • Manages a targeted list of strategic customers or opportunities the company wants to close.
  • Determines approach to gain respect, and favor from company decision makers.
  • Focuses on a smaller number of deals for a 6-12 month sales cycle.
  • Expected to hit annual sales targets

 

SUPERVISION:

- Minimal to no supervision required.

- Overall review based on efficient and effective attainment of goals and objectives

 

PHYSICAL DEMANDS:

- General office environment.

- May require long periods sitting and viewing a computer monitor.

- High levels of stress may occur at times.

- No special physical demands required.  Frequent travel, more than 70%.

 

Qualifications

 KNOWLEDGE/SKILLS/ABILITY:

  • Advanced knowledge to operate as a strategic sales representative for large, complex customer acquisitions. 
  • Advanced "hunting" skills: approaches from the top with a corporation-development mentality.
  • Advanced knowledge to build relationships and drive outcomes with Enterprise Architects and the CTO.
  • Ability to navigate the internal politics of the customer by developing an executive or c-level coach.
  • Demonstrated ability to create and present winning arguments to the board level and investors.
  • Ability to manage multiple decision makers, influencers, and internal processes at various leadership and company levels to drive sales to conclusion.
  • Ability to navigate both the external and internal processes and politics to get a customer secured for Rackspace.
  • Ability to drive the value proposition and push the organization to stretch its limits for an oversized gain and scale.
  • Excellent strategic planning, financial management, communication, and presentation skills.
  • Expert knowledge of Rackspace products and services.

 

EDUCATION/EXPERIENCE:

  • Bachelor0s degree required, preferably in sales, marketing, business, technology, or a related field.
  • MBA strongly preferred. Minimum of 10+ years of experience with a successful track record of direct field solution and service based sales for a technology related company or for the Managed Hosting industry, preferably with an established network.
  • Proven track record of closing strategic opportunities for a technology enterprise.
  • Established business relationships and networks required.
  • High school diploma or equivalent required.
  • Experience may not substitute for the degree requirement.

 

Rackspace is an equal opportunity employer. All qualified applicants will receive consideration for employment.