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Business Development Director

Business Development Director

Req # 

Job Overview

Overview & Responsibilities

Rackspace has a huge opportunity to build and develop a business and alliance eco system in China, supporting strategic growth plans within the Mid-Market and Enterprise space through an untapped revenue stream.


This position is part of the wider China Sales organisation and will be instrumental in driving the growth of revenues and the Rackspace footprint inside our China Partner and Customer base. This resource will own and manage the Rackspace engagement, to a targeted community of senior relationships, at a strategic and tactical level within the cloud vendor and data center community.


The person in this role will:


  • Own & develop long-term relationships with a selected strategic named hyperscale cloud vendors, data center and MSP community, with the primary goal of revenue and pipeline generation
  • Develop joint value propositions and go-to-market plans with strategic named partners to secure long-term investment, maximising the opportunities for Rackspace.
  • Manage the full sales cycle of their partner and end client opportunity pipeline from lead generation to close.
  • Establish productive, professional relationships with key personnel in their named partner organizations, developing close relationships at every appropriate level, understand their business, their respective channel development and decision-making processes.
  • Drive lead flow from cloud partners to Rackspace and take overall responsibility and accountability for the FAWS and Managed AliCloud revenue target in China.
  • Plan, project Manage, develop, build and present the Quarterly Business Review both internally and to cloud partners’ senior stakeholders.
  • Become a channel subject market expert with high awareness and knowledge of the DC regulations, Multi-Cloud, and Managed Security markets, industries and have the capability to enable/train Rackspace sales on partner joint value proposition.
  • Provide regular updates (weekly, monthly, and quarterly) back to the business of performance against financial targets and actions in progress concerning those results




  • 10 Years + experience and understanding, including accountability for driving pipeline and revenue against a monthly target and working under a variable compensation scheme
  • 5 Years + experience of developing and managing DC, Cloud and system integration partners in China market
  • Demonstrated, senior level relationship management experience within partner ecosystems across China
  • Ability to speak Mandarin fluently and English to a business level is a requirement
  • Experience and understanding of building ROI / Value based business solutions
  • Understanding and appreciation of the Cloud and Data Center industry IN CHINA
  • Understanding and appreciation of the Consulting industry IN CHINA is a plus
  • Industry knowledge and experience in technology market space, especially within the MSP, Multi-Cloud and Managed Security markets
  • Communication skills and experience, including customer presentations
  • Experience and appreciation of partner management roles and responsibilities, including programs, systems, and tools used to manage alliance relationships
  • Experience and appreciation of driving marketing strategies and campaigns.
  • Experience and appreciation of working with partners and internal stakeholders to hold them accountable to fulfilling quarterly business objectives; all the while, maintaining positive, constructive relationships
  • Fit with Rackspace values and culture.