Rackspace

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Senior Commercial Manager, Professional Services

Senior Commercial Manager, Professional Services

Req # 
39175
Location(s) 
UK-Middlesex-Hayes
Category 
Professional Services

Job Overview

Overview & Responsibilities

 

  • Job Description Summary
     
    We are looking to appoint an Senior Commercial Manager to lead our presales, programme and partner management functions for our rapidly expanding EMEA Professional Services team responsible for all elements of pricing, presales, Professional Services account management, and revenue materialisation.

    You will be taking day to day responsibility for the relationship between Professional Services and our EMEA sales teams. As a member of the EMEA Professional Services leadership team with a deep understanding of Professional Services commercial models and engagement management best practice, you will be expected to influence and lead key strategic initiatives as the business grows and evolves.

    A hands-on manager, you will regularly be asked to speak to customers, analysts and partners with confidence regarding Rackspace Professional Services capabilities and services and their value in solving real world cloud adoption and enablement challenges. You may be asked on occasion to lead complex matrix presales engagements end to end.

    As someone who has experience leading groups with a wider portfolio of concurrent engagements, you will have an understanding of how to leverage management information from CRM, ERP, PSA, billing and finance systems to ensure we are on track to meet our objectives and maximising our impact to the wider Rackspace business by providing high levels of services to both our internal and external customers. You will drive consistent high standard forecasting behaviours across both bookings and revenue and facilitate and support internal processes like billing, month and quarter end reconciliations with our operations teams.

    With significant experience in cloud and / or managed services, you will have a deep understanding of the role of embedded services organisations (ideally in a technology or managed services context). You will need to be an excellent written and verbal communicator. A team player and true collaborator, you will sit within the EMEA Professional Services leadership team, and be a key business partner for the other Professional Services leaders. You will also liaise and coordinate with other professional services teams globally, as well as central functions and individual business units across Rackspace to improve operational excellence.

    This is unique opportunity to take a leadership position in fast growing and evolving Professional Services function within the leading Multi-Cloud Managed Services provider.
  • Job Description

    JOB REQUIREMENTS:

    Key Accountabilities

    Leadership of Commercial Functions

    • Accountable the commercial health of our EMEA Professional Services.  Proactively identify, develop and drive longer-term strategies and initiatives that will deliver retention, growth & scale. 
    • Drive sales enablement, lead generation, qualification and scoping activities through your Presales resources. Ensure processes and systems are in place to allow efficient and scalable presales processes that deliver fast response times and high levels of internal and external customer satisfaction.
    • Offer opinionated advice to leadership across the business regarding pricing, and commercial models.  Advise on and manage commercial risk across the portfolio of Rackspace Professional Services engagements.
    • Liaising with Sales Management to understand priorities, fix problems
    • Speak to customers regarding services and value propositions of PS.
    • Potential point of escalation for customers.
    • Build and mature a partner function that creates value for Rackspace and its customers through diversification of delivery capabilities and scaling potential.  Ensure awareness across the business of partner capabilities
    • Manage and mentor a team of up to 8 experienced commercially orientated Rackers in presales, portfolio / programme management and partner management roles.

    Internal Partner Relationships

    • Act as the point of contact and liaison with other internal business units, alliance and sales teams.
    • Liaise with procurement, purchasing and in house legal teams to drive operational agility and efficiency in partner and customer contracting.
    • Support ongoing Professional Services enablement of the wider business units such as Sales, Marketing, Support and the wider Global Solutions and Services team regarding capabilities and solutions.
    • Work with key customers & partners and other important stakeholders across the business to optimise and refine plans to drive and deliver better efficiency, value and revenue to the business.

    General

    • Advocate and actively promote the inclusion and positioning of Professional Services into wider sales engagements across enterprise and mid-market segments. Identify, address or create countermeasures to increase the adoption of professional services as a sales technique to gain customer trust.
    • Build and maintain a network of cross-functional operational resources within Rackspace and across any relative partnerships to allow for higher productivity, increased business, and rapid resolution of problems and escalations.
    • Travel may be required but is expected to be less than 10%.

 

Qualifications

  • Experience leading teams of people, who themselves lead teams in a matrix environment.
  • Deep understanding of Programme and Project Management methodologies
  • Deep understanding of managed services and professional services sales cycle
  • Deep working knowledge of commercial constructs, contract and SoW creation.
  • Deep understanding of Project Management, IT Service Management and Service Delivery.
  • Strong knowledge of all areas of business operations, and the development of business cases, with the ability lead initiative that mature and refine operational procedures across multiple business functions.
  • Highly skilled and experienced in interpreting and presenting management information, with the ability to communicate technical and commercial information and ideas so others will understand.
  • Ideally you will have working knowledge of PSA, CRM and / or ERP systems.
  • Strong communication skills, including presentation skills.
  • Ability to handle multiple projects simultaneously, prioritizing workloads to meet competing deadlines, and make appropriate decisions considering the relative costs and benefits of potential actions.

Experience

  • 10+ years of work experience
  • 5+ years in professional services, project and / or  programme management roles
  • 3+ years in a management role in a fast-growing business with a slant on implementing change and increasing maturity.
  • Experience with common as-a-Service offerings with various service providers across various solution stacks (infrastructure, platform, software).

Key Performance Indicators and Objectives:

  • Delivery of the business plan
  • Increase in maturity and efficiency of the presales function
  • High NPS scores on customer engagements for your team from Customers and other Rackers.
  • High levels of Racker engagement from your team (Rackerpulse)
  • Team utilisation
  • 360-degree feedback from peers & sales
  • Interaction and contribution to extended peers and cross-functional teams

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