The Account Director – Systems Integrator, will be responsible for managing one or more large systems Integrators (SI) and carry a bookings influence quota (sell to and sell through) and agreed management objectives. Activities include managing existing partners, ownership and development of the partner business plan and execution of go-to-market strategies. As part of this role you will be responsible for developing and managing multiple matrix relationships to a targeted community of senior relationships, at a strategic and tactical level, qualifying joint service creation opportunities, and end customer opportunities, with the desired end state leading to Revenue growth from our existing cloud portfolio and new jointly agreed solutions.
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Ownership & development of long term relationships with a selected SI community, with the primary goal of bringing end user opportunities into Rackspace.
Help develop go-to-market plans with the technology partners to secure long term investment, maximising the opportunities.
Manage the strategic engagement with the SI, ensuring that assigned SI is working directly with Rackspace sales teams to maximise opportunity value.
Identify opportunities to both partner and sell to the SI partner.
Manage day to day engagement and ‘facetime’ with the System Integrators to build long term plans and agree, where applicable, joint Service creation and Customer opportunity investment.
Maintain strategic relationships with the SI’s eco system of key technology partners. Build relationships with these key technology partners from within Rackspace to maintain fanatical support within the identified SI.
Provide regular updates back to the business of performance against financial targets, objectives, activities and actions in progress concerning those results.
Ensure activities and campaigns are executed on-time, accurately, and successfully. Plan, design, and execute Sales programs to drive interest and demand. Measure and report against plan.
Consistently meet and exceed Revenue Goals.
Effectively forecast overall business and work closely with SI executives to ensure accurate forecasting of their business
Manage a matrix team within Rackspace - work closely with product management, technical and professional services to ensure service creation activities are achievable and supportable.
Maintain a strong sense of urgency and work ethic
Qualifications
Strong drive towards goals and proven track record of quota achievement
Achieve and maintain a proposal pipeline sufficient to meet or exceed sales revenue objectives
10 plus years channel sales experience working for a technology company
Strong history of managing complex SI partners
Comfortable with building relationships at Enterprise CxO level.
Experience of service creation and building and driving joint solutions to a target market.
Services background - knowledge of working in managed services or hosting strongly desired.
Strategic thinker, capable of developing and supporting the implementation of new business plans
Results-focused, team-oriented with a strong work ethic
Able to multi-task and work in a fast paced environment
Ability to develop strategic vision and business plans
Leadership and people management skills (particularly within Virtual Teams)
Superior written and verbal communications skills
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