Account Executive - Google Cloud

Job Description

PRIMARY PURPOSE: Specializes in acquiring customers through out-bounding opportunities. Responsible for providing customers with product solutions based on facts and understanding of customers' business needs and strategy. Generates and owns opportunities through the full sales cycle from lead to close.

FLSA STATUS: Non-Exempt

RESPONSIBILITIES

Sales Cycle: 1 – 9 Months.

What you'll be doing

• Seek out, explore, and qualify business opportunities at senior levels with Enterprise scale clients across the Southwest market and beyond.
• Own, nurture, and saturate named accounts: both in cloud services consumption, as well as ensuring an outstanding client experience delivery.
• Deliver against challenging but realistic sales targets in a market that's expanding at a frantic pace with a Tier 1 service offering.
• Work with internal Cloud Consultants, Architects and Engineers to ensure projects closed and prospects pipelined have the resources and progress necessary to deliver world class service levels.
• Connect and collaborate with Google Cloud to ensure the best partnership experience is delivered and commercial opportunities maximized.

Focus

• MidMarket to small Enterprise segment customers.
• Customer centric mindset, with the ability to interface with support team on a daily basis.
• Moderate to highly complex configurations.
• Sells to upper to high level, up to C-Suite, management.

Key Accountabilities

• Establish and maintain strong relationships with Google sellers and leaders
• Establish and maintain strong relationships with customers
• Continue to build the Rackspace brand with Google and customers in the market through outreach, events, webinars and social selling
• Understand and demonstrate a technical understanding of Google’s cloud-based offerings
• Develop opportunities, manage pipeline and nurture all deals to close to achieve revenue goals
• Direct the sales process involving appropriate resource, such as CSAs or project leaders
• Effectively structure, write and deliver proposals and presentations while overcoming objections
• Leads efforts to create proposal for solution to prove value add.
• Leads the negotiation, closure, and documentation of customer contracts and renewals (for customers with growth potential).
• Collaborates with prospective customers to select the best solution to meet their needs out of the full product portfolio.
• Solves complex problems and takes a broad perspective to identify innovative solutions.

Key Performance Indicators

• Meets or exceeds sales targets.
• Meets or exceeds pipeline targets.
• Ensures documentation necessary for the deal is properly maintained and updated and provides leadership updates on status, resources, and financial information.
• Creates advocates out of clients by delivering fanatical customer experience and leverages client advocates to drive additional sales.
• Ensures all relevant data and reporting into CRM in timely fashion.

SCOPE

Leadership/Autonomy

• Works independently, with guidance in complex situations only.
• Leads projects or programs the function.

Decision Making

• Decisions impact the achievement of customer, operational, program or service objectives.
• Actions are guided by policies, resource requirements, budgets and the area business plan.
• Contributions often result in business or process improvements.

Complexity

• Works on significant and unique issues where analysis of situations or data requires an evaluation of intangibles.
• Leads others to solve issues of diverse scope where analysis requires an understanding of current business trends.
• Uses sophisticated analytical thought to exercise judgment and identify innovative solutions.

Influence

• Drives cross-functional collaboration to give potential customers a seamless experience across Rackspace through sales, implementation and onboarding, and Account Management hand-off.
• Gathers and collaborates with internal resources (Specialist Sellers, Portfolio Architects, Specialized Architects, Pro Serv) so that consistent, aligned solutions are presented to potential customers.
• Recommends resource allocation to ensure right level of subject matter expertise.
• Networks with key contacts external to the specialty area.
• Conducts analysis of pursuits and develop best practices.
• Shares knowledge with stakeholders in strategic pursuit, support, and sales organization.

PERSON SPECIFICATION

Knowledge/Skills/Abilities

• Business knowledge to understand customer needs and strategy and apply the value of Rackspace solutions to their specific situation.
• Must have the experience and business savvy necessary to interact directly with CTO, CIO, VP and other senior roles within the customer organization.
• Must have the business connections to gain access to new customers through self-directed referrals and customer penetration activities.
• Requires specialized expertise in job discipline and working knowledge of other related job disciplines.
• Applies understanding of the industry and how own area contributes to the achievement of objectives.
• Able to effectively communicate over the phone, through email, and face-to-face.
• Able to communicate the same message in a different way to both technical and business oriented people. Superior ability to adapt messages to stakeholders at all levels of the company, from CTO level to front-line technical support.
• Strong presentation, written and verbal communication skills. Goal oriented with superior work ethic.
• Able to influence others in decision-making.
• Superior negotiation skills and the ability to negotiate with many personality types.
• Effective time management skills and the ability to work numerous projects at the same time.
• Strong problem solving skills and a high level of patience and the ability to nurture.
• Able to develop and manage internal and external business relationships of various temperaments, talents and convictions.

Education

• Bachelor's Degree in Sales, Marketing, Business or a related field required.

Experience

• 5+ years of account management or field sales experience in enterprise sales
• 5+ years of technology sales experience selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services
• Track record of previous success exceeding quota or goals in previous roles
• Ability to negotiate contracts, deliverables and price
• Exceptional verbal communication and presentation skills
• Experience in all facets of sales: outbound lead generation, follow up, pipeline management, training, and closing skills required.
• Documented success in closing revenue generating business and successful history working under a quota required.
• Previous strategic selling experience required

Bonus

• Experience selling Google Cloud, G Suite, Google Maps, or related service

Physical Demands

• General office environment.
• May require long periods sitting and viewing a computer monitor.
• Moderate levels of stress may occur at times.
• No special physical demands required.

Travel: 25 – 50% travel possible based on account activity.