Overview & Responsibilities
The expansion of the Rackspace business in Switzerland is a major strategic priority for Rackspace International. As a result, this role is a key hire and will be very high profile across our DACH sales organization.
You will be primarily responsible for new sales acquisition and secondary responsible for finding new footprint at our current Installed Base in Switzerland. The primary focus, as part of our strategic growth initiatives, will be on expansion of our Swiss footprint.
We are looking for a highly talented individual that can help lead, manage and grow the Rackspace sales in Switzerland to increase our market share in this new emerging market for Rackspace. Focus will be on business acceleration. This role is located in our office in Zurich.
You will focus on solution selling to Rackspace’s existing corporate customer base and on developing new customers as strategic accounts and/or in a certain territory in close relationship with field Corporate Account Managers and Sales Executives.
Establish, meet and exceed sales revenue quota. Drive revenue growth via interaction and engagement with other critical parts of the Rackspace organisation
Enter and manage the forecasting and account/opportunity data in SalesForce
Creating pipeline into accounts
Account profiling – tracking which customer are exposed to which solution
Account maintenance – keeping accounts up to date in terms of Pricing & Programs
Maintaining and keeping on top of deal registrations
Identifying opportunities into accounts which Corporate Account Managers or Sales Executives are not focusing on – cold calling etc.
Working with partners ensuring all the options to up-sell are being used
Account mapping with partners
Continuously speaking to current and new customers to uncover sales opportunities
Follow up on leads from seminars and events
Follow up on all downloads within the region, convert to meetings
Qualify and create opportunity!
Develop and present major account strategies
Proactively generate, qualify and close new business opportunities within your customer base
Responsible for full sales cycle from proactively generating lead to close
Management of the quality of overall deliverables and pursuit strategy throughout the whole sales process
Work closely with Solutions Engineers to perform presales feasibility assessments of how well Rackspace solutions meet the customer requirements and what customization would be required
Maintain clear business understanding of your customers’ business needs and how Rackspace fits in with them – where appropriate drive Rackspace product teams to develop new propositions.
Building and maintaining strategic account plans for focus accounts
Understand, engage and develop relationships with other partners engaged within Customer base.
Engage with channel partners to find and develop new opportunities
Generate case studies and Customer focused PR activity to highlight Rackspace’s capabilities across it’s prospect base
Responsible for adhering to company security policies and procedure as directed
Occasional travel in region
Located in Zurich
Develop new customers in the named accounts and/or territory and in close relationship with field Corporate Account Managers and Sales Executives.
Ability to qualify and assess business opportunity at strategic accounts
Experience of building/generating strategic accounts and/or a geography-based business
Able to build and leverage channel sales and technology partner relationships
Proven successful commercial experience of achieving targets within a strategic sales environment, incorporating value/solutions service selling ideally within the IT/ Technology sector (e.g. IT/ software/ ecommerce services, web/ application/ platform hosting, managed services, virtualization, datacentre, SaaS, Cloud computing, Co-location, ISP)
Proven territory development skills. Must be able to generate, qualify and close business opportunities
Proven ability to meet and exceed targets in the shape of KPIs and a monthly revenue quota.
Excellent rapport building skills via the phone, email and face to face to ensure the effective delivery of proposals
Proven ability to prioritise and work on a number of opportunities at any time within a challenging monthly driven cycle. A key area here is the ability to drive longer term strategic opportunities whilst working transactional business to deliver the monthly target
Educated to degree level or equivalent and/or relevant commercial experience
Fluent German & good working knowledge English communication and presentation skills (written & verbal)
Self-starter and strong motivational team player. You will have superior professional presence and business acumen.
Broad understanding of the Swiss IT market, particularly the Swiss Managed Cloud market. Extensive network and relations in the Swiss mid and upper market segment
Responsible for full sales cycle from prospecting, discovery, education and thought leadership, solution proposing, negotiating, closing and working closely with the implementation teams to deliver the solution. Responsible for accurately managing your forecast throughout the 3 – 12 months’ sales cycle of the opportunity via SalesForce
Work closely with Advisory and professional services, Architects and Solutions Engineers to perform presales feasibility assessments to ensure that Rackspace solutions meet the customer requirements and what customisation would be required
Demonstrable ability to apply logical thinking and reasoning to a challenge or problem
Willing to work hard to meet customer, sales and marketing driven deadlines
A passion for customer service with a contagious enthusiasm and energy
Attention to detail and quality of own work and that of your team
Req # ISRSwiss
Location(s) UK - Middlesex-Hayes
CH - ZH - Zurich