Senior AWS Sales Executive (Public Sector)

Drives the full sales cycle to both win and grow share of wallet in strategic accounts for the AWS Public Sector Team focused on State, Local Government, and higher education (SLED). Generates own opportunities for creating and nurturing relationships with Amazon Account Executives, and Partners Sales Managers, along with Rackspace Account Executives and Regional Vice Presidents to work on generating Product-led pipeline. Engage in solution-based selling with customers looking for sales/service/marketing solutions. Proficient level understanding of consulting and professional services. Acts independently with experience and appreciation for professional services to understand the technology platform. Architect high-level solutions as part of assembling an overall estimated cost of services for implementation. Acts as a technical expert within the organization to contribute to the development of technical presentations and product strategy. Navigates and manages a 6 - 24 month sales cycle to keep Rackspace focused on winning and growing the Public Sector business relationship in a sustainable manner. Lives and demonstrates Rackspace’s core values in the sales arena. This role must be based in Sacramento, CA.

• Acts independently,  operates as the CEO of your geographical coverage driving bookings and revenue results within Public Sector
• May provide direction and/or informal leadership in the activities of others. 
• Has experience selling into the SLED & Higher Education markets
• 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. Uses independent judgment to determine methods, techniques and evaluation criteria for obtaining resolution of issues.

Critical Competencies

• Strategic Agility 
• Relationship Building and Management 
• Growth Orientation 
• Communication 
• Collaboration 
• Business Acumen 
• Consulting 
• Influencing 

Key Responsibilities

• Responsible for full sales cycle from lead to close in the AWS SLED market space. 
• Builds and owns account plans, including pursuit plan, timeline, deliverables, and goals, for named prospects and strategic accounts assigned to them. 
• Builds and owns integrated portfolio plan to prioritize activities targeted at prospects and customer base. 
• In partnership with regional sales manager, finalize named prospect list, providing input into additional strategic pursuits within territory that align with overall Rackspace competitive strategy. 
• Coordinate with Marketing and BDRs to select targeted marketing plays to run for sales plays. 
• Lead sales process for all Rackspace solutions, particularly large, complex, multi-cloud pursuits requiring cross-functional collaboration. 
• Conduct targeted outbound prospecting within assigned accounts. Collaborates with sales support on outbound efforts and lead generation activities. 
• Engage potential client to understand high-level needs and verify right fit for Rackspace solution and to qualify leads based on set framework. 
• Performs proactive assessments of how well Rackspace solutions meet the customer requirements and what customization would be required; presents the assessment to customers as part of the sales process. 
• Lead efforts to create proposals for solutions to prove value add. Provides customers with Onica by Rackspace solution product offering based on facts and an understanding of their current/future business needs and objectives. 
• Develops and nurtures relationships with key stakeholders to drive decisions that result in the close of the sale. 
• Leads the negotiation, closure, and documentation of customer contracts and renewals. 
• Recognized as an expert within SLED team at Rackspace. 

Education/Requirements

• Bachelor’s degree in Sales, Marketing, Business, or a related field required. Equivalent combination of education & experience may be considered at manager discretion.
• Requires 7-10+ years of successful SLED sales experience, including a minimum of 7-10 years in Hosting, Cloud Computing (SaaS, PaaS, IaaS), Services, Apps, and/or Security experience. 
• Prefer successful account management sales experience, incorporating value/service selling in business or marketing experience. 
• Ideally 4+ years of experience in the Amazon AWS ecosystem either in Sales, Pre-Sales or Service Delivery 
• Lives in the market, expected to be out of home office with customers 60 - 80% traveling.
• Requires in-depth expertise and/or breadth of knowledge of own job family and of other job families within the job function. 
• Able to anticipate business and industry issues and recommend new and innovative approaches to respond. 
• Architect high-level solutions as part of assembling an overall estimated cost of services for implementation. 

Are you a Racker?Rackers thrive in fast-paced environments built to inspire learning, growing, and innovating.  They are mission-inspired, values-grounded, culture-focused, and dedicated to making a positive impact in everything they do.  Rackers are inherently wired to solve problems and share ideas in small, nimble teams.  As experts in what they do, Rackers are serious about delivering a Fanatical Experience™ to our customers. Rackers are valued members of a winning team on an inspiring mission and we want you to join the Racker family! Why work at Rackspace Technology?Find your fanatical. We deliver the best customer experience in the industry to businesses that perform life-saving research, power cities, and feed millions. Come as you are. Cultivating inclusion is not just the right thing to do, it enables us to win. Our Executive Inclusion Council and Racker Resource Groups (RRGs) partner to enable an inclusive workplace and drive initiatives such as Rackspace’s participation in the annual Texas Conference for Women. Satisfy your curiosity. No matter where you are going, we can help you get there. Our internal learning department, Rackspace University®, provides training and development to Rackers – from Microsoft™ certifications to effective leadership training – our goal is to help you grow. Make a difference. At the core of every Racker is a drive to leave the world better than we found it, and we are passionate about giving back to our communities across the globe. While Rackers can leverage paid volunteer time off for any cause, our Rack Gives Back program creates opportunities for Rackers to give their time and talent to others. Live life completely. We offer a well-rounded suite of health and wellness programs that help our Rackers achieve a healthy and balanced lifestyle. So while our Rackers are busy taking care of our customers, we take care of our Rackers.Pay TransparencyFor applicants working in California, we are excited to share the base salary ranges for this position exclusive of fringe benefits or potential bonus. The successful candidate’s starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions.  The anticipated starting pay range of California $202,100–$355,410. These ranges for candidates may be modified in the future. Unless already included in the posted pay range and based on eligibility, the role may include variable compensation in the form of bonus, commissions, or other discretionary payments. These discretionary payments are based on company and/or individual performance and may change at any time. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location. Information on benefits offered is here.  #LI-DNIAbout Rackspace TechnologyWe are the multicloud solutions experts. We combine our expertise with the world’s leading technologies — across applications, data and security — to deliver end-to-end solutions. We have a proven record of advising customers based on their business challenges, designing solutions that scale, building and managing those solutions, and optimizing returns into the future. Named a best place to work, year after year according to Fortune, Forbes and Glassdoor, we attract and develop world-class talent. Join us on our mission to embrace technology, empower customers and deliver the future.  More on Rackspace TechnologyThough we’re all different, Rackers thrive through our connection to a central goal: to be a valued member of a winning team on an inspiring mission. We bring our whole selves to work every day. And we embrace the notion that unique perspectives fuel innovation and enable us to best serve our customers and communities around the globe. We welcome you to apply today and want you to know that we are committed to offering equal employment opportunity without regard to age, color, disability, gender reassignment or identity or expression, genetic information, marital or civil partner status, pregnancy or maternity status, military or veteran status, nationality, ethnic or national origin, race, religion or belief, sexual orientation, or any legally protected characteristic. If you have a disability or special need that requires accommodation, please let us know.