Rackspace Commercial Manager - Microsoft Practice in Hayes, United Kingdom
Overview & Responsibilities
The Commercial Manager works within the Microsoft business unit, and is part of the EMEA leadership team. Accountable for achieving monthly, quarterly and annual net revenue objectives.
You will be responsible for developing the EMEA commercial strategy for the business unit. Partnering with the Alliance, Sales and Marketing organizations in order to grow business with customers.
You will work strategically to develop market analysis that leads to specific go-to-market solution plays across various Microsoft based services at Rackspace. Working across the global BU, Product, Microsoft and various partners you will identify solution revenue opportunities, build compelling customer value propositions (directly or with partners and the channel) and drive these through sales and marketing, tracking and reporting for tuning and performance. You will be responsible for identifying Rackspace and Microsoft GTM initiatives and coordinating the execution of these plays with key stakeholders – including external stakeholders. You will be a critical member of the team responsible for Rackspace’s industry leading relationship with Microsoft, acting to influence and engage Microsoft for maximum impact.
You will also lead large and strategic opportunities and partner with sales management to ensure appropriate levels of standards and execution are taking place across mid- market, SMB & Enterprise segments. You will identify trends and opportunities for increased revenue growth. The role will require you to work across a number of other business units within Rackspace, as well as strategic partners across EMEA. You will be required to drive a number by holding others accountable. You will report performance and forecasts to the business regularly.
You will drive top-of-funnel activity by working with marketing and our Microsoft alliance to ensure new customer sign-ups continue to increase. Working throughout the customer life cycle to ensure customers successfully on -board through our solution architecture and implementation teams, ultimately materialize revenue. Your voice is critical in the refinement of our Go- To-Market message and awareness within Microsoft. You are expected to have a well established network of peers and contacts, particularly within sales and partner leadership at Microsoft.
You are well versed in selling public cloud platforms and services and have operated in the public cloud market for some time. You are not strictly technical but your experience enables you to translate technical solutions into business outcomes with ease. Considered a product specialist within sales. Fluent at the CXO level and able to quickly assess, critique and improve approach for key strategic opportunities. You are considered a ‘big hitter’ and deployed to close key deals.
Meet or exceed net revenue objectives.
Analyse the market and develop joint commercial strategies with Microsoft and the wider Microsoft ecosystem of partners. Create and run a program that defines and executes differentiated GTM plays for Rackspace Services on Azure and Microsoft Private Cloud.
Own the management framework for tracking and winning large deals and lead commercial engagements on large or strategic growth opportunities.
C-level sponsorship, deal support or product specialism as and when required for other opportunities.
Drive Adoption of Fanatical Support for Azure and Microsoft Private Cloud across the entire sales organisation in EMEA.
Influence sales management to ensure sufficient yield from our mid-market and SMB base.
Responsible for accurate sales forecasting.
Partner with Alliance function to grow mindshare inside Microsoft.
Assist in the development and implementation of key marketing initiatives, this includes working directly with the sales organization.
Facilitate regular account targeting meetings as well as specific account strategy calls in early stages of a sales cycle.
A passion for customer service with contagious enthusiasm and energy.
You have extensive experience in the Public Cloud arena, ideally with specific working knowledge of Azure, AWS or GCP and working within a partner ecosystem.
Your career has centred around IT, software services, web applications, XaaS, hosting, managed services and cloud computing.
You have 5+ years demonstrable management experience, senior management experience preferred.
You are a seasoned leader proficient at managing a large deal review process, forecasting and driving accountability where it matters.
You are comfortable addressing a range of audiences – large to small, internal and external, front-line to CxO.
Self-starter, highly driven and motivated to provide the highest possible level of responsiveness and performance from a team of people.
Outstanding sales, communication, and relationship-building skills.
Broad, relevant knowledge of technology.
The ability to work effectively with people in a high-growth, fast-paced environment and drive results monthly.
Willing to work hard to customer, sales and marketing driven deadlines.
Superior professional presence and business acumen.
Attention to the quality of own work.
Good interpersonal skills and the ability to work as an effective team member, along with the ability to apply logical thinking and a good reasoning ability.
Req # 34863
Location(s) UK-Greater London-Hayes
Category AWS, Microsoft Azure, Sales