Rackspace AWS Alliance Manager - New York in New York, New York

Job Overview

Overview & Responsibilities

AWS Alliance Manager - New York, Boston, DC

Rackspace is seeking an experienced partner development manager to cultivate partnerships with AWS and the AWS partner ecosystem. In this role, you will have the opportunity to build mindshare and enable broad use of Fanatical Support for AWS and associated offers. In collaboration with Rackspace’s AWS business unit and main line sales teams, you will establish, grow, and manage partner relationships. In 2016, Rackspace aspires to be #1 partner in the AWS ecosystem for Managed Service Providers.

Responsible for:

  • Understanding the partner organization and sales process, in order to connect partner sellers with Rackspace sellers

  • Executing a cadence of interactions with partners so they understand the Rackspace value proposition, offer updates, and sales process

  • Coordinating the flow of leads between the partner and Rackspace. Planning and executing tactical field activities that builds relationships with AWS field and Rackspace field teams (West, East, Central)

  • Executing a cadence of updates to the AWS of our new offerings, wins and capabilities

JOB COMPLEXITY:

  • Manages the relationship with the most significant members of the Rackspace Partner Network.

  • Focuses on lead generation and top of funnel activities in order to drive leads and opportunities to sell Rackspace products through indirect sales channels.

  • Serves as liaison to partners with regards to any sales related issues.

  • Performs strategic partner management including involvement with other business units such as product development, marketing, etc.

  • Partners with legal department and channel operations to negotiate contracts.

  • Relays client feedback to product development staff.

  • Assists management in devising indirect sales plans and strategies.

  • Determines ways to differentiate from competitors.

  • Assists marketing with design and promotional strategies.

  • Performs sales activities for an assigned geographic area or product/service line through indirect sales channels to achieve or exceed assigned revenue objectives.

  • Contacts and visits prospective customers to determine needs.

  • Creates and performs sales presentations to match company’s products/services with identified needs.

  • Remains knowledgeable of company’s products/services to facilitate sales efforts.

  • Maintains sales records and prepares sales reports as required.

  • Maintains regular contact with partners to ensure satisfaction.

  • Maintains a regular schedule of contact via phone/onsite visits.

  • Educates partners and their sales teams to new or improved products/services.

Qualifications

KNOWLEDGE/SKILLS/ABILITY:

  • Complete mastery of sales acumen, partner enablement, operations, and industry knowledge.

  • Expert-level knowledge of the managed hosting and Cloud industry, and the Rackspace product/service set.

  • Expert-level indirect revenue and lead generation knowledge, including knowledge of all facets of the sales process and experience forming successful partnerships.

  • Expert-level understanding of business development, with the ability to implement go-to-market strategies with 3rd parties.

  • Excellent selling and interpersonal skills. Excellent presentation, written and verbal communication skills.

  • Ability to proactively generate leads, work under a quota, and effectively maintain/expand business relationships through e-mail, phone, and face-to-face contact.

  • Ability to communicate technical info and ideas so others will understand. ability to successfully work and promote inclusiveness in small groups.

  • Must be well organized and attentive to details.

  • Ability to handle multiple projects simultaneously prioritizing work to meet competing deadlines.

  • Ability to make appropriate decisions considering the relative costs and benefits of potential actions.

  • Ability to provide FANATICAL support.

EXPERIENCE/EDUCATION:

  • Bachelor’s degree in business or sales management, or equivalent experience is required.

  • At least 10 years of sales, channel sales, or business development experience, including at least 5 years of Partner Account Management experience is required.

#LI-AZ1

Req # 35122

Location(s) US-Remote

US-NY-New York

US-Washington, D.C.

US-MA-Boston

Category AWS, Sales