• Enterprise Sales Executive

    Location(s) DE-Munich
    Req #
  • Overview & Responsibilities

    Rackspace Hosting is the managed cloud company, delivering open technologies and powering hundreds of thousands of customers worldwide. Rackspace provides its renowned Fanatical Support® across a broad portfolio of IT products, including Public Cloud, Private Cloud, Hybrid Hosting and Dedicated Hosting. The company offers choice; flexibility and freedom from vendor lock in. 


    We integrate the industry's best technologies for each customer's specific need. We deliver best-fit solutions by leveraging a portfolio of public cloud, private cloud, dedicated servers, and a combination of platforms. Most importantly, it's all backed by our award-winning Fanatical Support.


    While we believe that great service ultimately relies on great people, we also know that we need more than people with just great technical skills. They also need to have a strong desire to solve problems for customers – it is this desire that drives Fanatical Support.


    We therefore only hire those that demonstrate a strong passion and dedication for helping people. We choose people who embody courtesy, patience, friendliness and empathy along with the desire to always act in the customer’s best interest.


    We believe the people we have at Rackspace are among the best in the world at what they do. In order both to reward them and to keep them at the top of their profession, we invest heavily in training and development by providing in-house certification classes, third-party technology classes and customer care training.





    The expansion of the Rackspace business in Germany is a major strategic priority for Rackspace International and as a result, this role is a key hire and will be very high profile across our DACH sales organization.


    You will be primarily responsible for new sales acquisition and secondary responsible for finding new footprint at our current Installed Base in Germany. The primary focus, as part of our strategic growth initiatives, will be on expansion of our German footprint. For the other 2 regions in DACH (Switzerland and Austria), we foresee an organic growth scenario.


    We are looking for a highly talented individual that can help lead, manage and grow the Rackspace sales in Germany to increase our market share in this new emerging market for Rackspace. Focus will be on business acceleration.





    • Evolve and create an acquisition strategy to increase market share within the German market. Define target segments and customers based on the defined Rackspace market entry strategy and the existing network of the candidate
    • Develop initiatives to increase new deal flow, senior client meetings and ways to position the comprehensive Rackspace portfolio within the defined target segments and customers
    • Define target acquisition accounts / segments
    • Develop strategic account plans with 1 to 3-year scope. Execute plan and met defined KPI’s
    • Build multi-level relationships including senior customer contacts and key decision makers and stakeholders
    • Execute sales processes to ensure market leading win ratios and strategies. Develop and optimize a structured sales process to grow the business within the selected target segments and customers
    • Establish, meet and exceed sales revenue quota. Drive revenue growth via interaction and engagement with other critical parts of the Rackspace organisation


    • Frequent travel in region and sometimes outside region (UK, US)
    • Work very close with regional marketing department to facilitate growth
    • Drive discipline across sales operations and execution




    Technical/Professional Skills, Knowledge, Expertise, Qualifications

    • Proven enterprise sales and business development experience preferably within the ICT/Managed Service and Hosting arena (e.g. IT/software services, web/application/platform hosting, managed services, datacentre, SAAS, Cloud computing, Co-location, ISP)
    • Fluent German & English communication and presentation skills (written & verbal). You will have proven relationship-building skills
    • Extensive commercial experience in new sales environment enabling value / solutions service selling within the IT Infrastructure Services / Outsourcing Industry or Managed Hosting
    • Develop and maintain a clear understanding of your prospects business needs and how Rackspace’s solutions can enable current and future requirements. Where appropriate drive Rackspace product teams to develop new propositions


    • Proven experience of building and executing successful go-to-market propositions – strategic, tactical and operational
    • Proven track record of execution of strategic 3-18 months’ sales cycles
    • Sole lead on complex opportunities. Orchestrates highly complex bid management cycles
    • Strong motivational team player. You will have superior professional presence and business acumen.
    • Broad understanding of the German IT market, particularly the German Managed Cloud market. Extensive network and relations in the German ‘Mittelstand’ segment
    • Proven direct sales and business development experience. Proven track record on quota attainment
    • Responsible for full sales cycle from prospecting, discovery, education and thought leadership, solution proposing, negotiating, closing and working closely with the implementation teams to deliver the solution. Responsible for accurately managing your forecast throughout the lifecycle of the opportunity (via “SalesForce”).
    • Work closely with Advisory and professional services, Architects and Solutions Engineers to perform presales feasibility assessments to ensure that Rackspace solutions meet the customer requirements and what customisation would be required
    • Self-starter, highly aggressive and motivated to drive the highest possible level of responsiveness and performance; ability to spot potential wins and execute on them quickly and commercially
    • The ability to work effectively at all levels within a high-growth, fast-paced environment and drive results
    • Demonstrable ability to apply logical thinking and reasoning to a challenge or problem.
    • Willing to work hard to meet customer, sales and marketing driven deadlines
    • A passion for customer service with a contagious enthusiasm and energy
    • Attention to detail and quality of own work and that of your team