The Competency focussed Advisor is responsible for bookings targets, go-to-market interactions and pipeline development for the competency he/she owns approached through an Advisory/Consultative led selling process. The role supports Rackspace sellers (Acquisition sellers and Account Client Partners) in promoting and selling the competency into existing and new customer base. The role will work with the Sales teams to devise account strategies relating to the competency and also advise customers on the competency. The Client Partner helps to build the RXT brand as the preferred consulting partner for cloud transformation projects, spanning business and technology for this area of competency. This role will be dedicated to delivering exceptional outcomes for RXT clients, thereby expanding existing accounts and facilitating access to new ones. The role will also deliver solutions that further develop RXT’s transformation story and build on RXT’s strong foundation. The role is responsible for adhering to company security policies and procedures and any other relevant policies and standards as directed.
The role will build and maintain a solid working relationship with coworkers and clients, from pre-sales efforts to providing oversight during project delivery. The ability to manage customer expectations, understand people, process and technology challenges to recommend holistic solutions in area of the specialisation, establish long-term partnerships is critical to the role.
Career Level Summary
- Requires specialized depth and/or breadth of expertise in own job discipline or field.
- Leads others to solve complex problems.
- Works independently, with guidance in only the most complex situations.
- May provide functional leadership to teams or projects.
- Vision: Bring to life our vision that "we accelerate business outcomes for our enterprise customers with unique expertise in the competency, becoming their trusted cloud consulting partner of choice via our thought-leadership”
- Competency Portfolio Management: Ability to support GTM initiatives within UK, NE and MEA region
- Client Relationships: executive presence to build relationships within the client organization through demonstrated competency knowledge and skills.
- Business Development: generate sales opportunities, grow the RXT brand and network, grow executive relationships, collaborate with practice area leaders to create proposals, and support responses to client RFPs.
- Service Line Collaboration: work collaboratively with RXT Service Lines to define and sell service offerings
- Partner Collaboration: work collaboratively with Hyperscalers and other partners to define and sell offerings
Key Responsibilities.
- Drive bookings via ACV and TCV targets as defined for each area of engagement or competency
- Oversight of delivery excellence on the competency for active engagements at accounts.
- People Management: provide guidance, supervision, and coaching to team members assigned to projects on the account. Drive employee satisfaction within community of consultants working on the account(s).
- Strategy: member of the market leadership team supporting technology industry client portfolio direction, strategy, and goal setting.
- Public Relations: promote RXT in the market by attending / speaking at industry events, panels, etc.
- Other Incidental tasks related to the job, as necessary.
- The success of the services agenda and successful sales will rely on the successful partnerships with others; Engage and coordinate with partners and/ or vendors to drive select deals through vendor-based opportunities, engage with the broader organization such as the Offer
- Management, Commercial Architecture, and Delivery teams to promote and support high-value services opportunities, and participate in regional sales governance processes and Deal Clinics to profile opportunities
Skills Required.
- 10+ years of sales experience with 5+ years of competency related experience at the leadership level in Data Advisory.
- Hands-on experience with business case, proposal creation and leading competency presentations
- Specialised IT Competency and business consulting engagement experience
- Experience managing the performance of individual consultants, either direct reports and/or as members of project team
- Demonstrated experience delivering high-impact consulting services
- Experience managing transformational cloud based programs that incorporate people, processes, and technology.
- Being data-driven and kind of a data-geek: clear understanding of data, analytics, metrics and statistics.
- Being relentless in pursuit of growth. Ability to develop sales strategies.
- Being performance and results-oriented. Problem-solving aptitude.
- Hands-on experience with proposal creation and leading proposal presentations
- Strong leadership, interpersonal, communication, and presentation skills
- Ability to develop and use performance KPIs.
- High Energy. Having a startup mindset and ability to work in a team environment.
About Rackspace Technology
We 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 Technology
Though 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.
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