Microsoft Alliance Partner Sales Manager III

Rackspace Technology; United States; Remote; USD 70,000 - 110,000; Full time

Job summary

An established industry player is seeking a strategic alliance manager to enhance partnerships and drive revenue growth. This pivotal role involves collaborating with sales and marketing teams to implement effective go-to-market strategies. You'll be responsible for managing key relationships, evaluating co-selling opportunities, and ensuring partner success. If you have a strong background in business development and a knack for building impactful partnerships, this is the perfect opportunity for you to make a significant impact in a dynamic environment.

Qualifications

• 5-7 years of experience in a related field required.
• Bachelor's Degree preferred, additional experience may substitute.

Responsibilities

• Owns relationships with alliances and evaluates co-selling agreements.
• Establishes programmatic selling activities with sales teams.
• Drives co-sell motion and conducts enablement of Alliance sellers.

Skills

Analytical Skills

Budget Management

Business/Sales Development Skills

Client/Customer Service

Digital Transformation

Negotiation Skills

Operational Strategy Skills

Platform/Technical Software Support

Process Improvement

Product Portfolio Management

Project Management

Sales Strategy Skills

Stakeholder Management (external/internal)

Technology Integration

Education

High School Diploma or regional equivalent

Bachelor's Degree

Job description

Responsible for improving alignment with alliances to drive a tight alignment on sales, product, marketing and commercial

This position will be central and pivotal to driving change and activating a proactive, purposeful, and predictable Go-to- Market across technical, product, sales, and marketing organization in an effort to grow Rackspace revenue through our most strategic partnerships

Careel Level Sumary

• Requires in-depth conceptual and practical knowledge in own job discipline and basic knowledge of related job disciplines
• Solves complex problems
• Works independently, receives minimal guidance
• May lead projects or project steps within a broader project or may have accountability for on-going activities or objectives
• Acts as a resource for colleagues with less experience
• Level at which career may stabilize for many years or until retirement

Critical Competencies

• Excellence: Exceeds expectations by consistently demonstrating accountability, discipline, high performance, and a proven track record of exceptional results.
• Customer-driven: Prioritizes customer needs and satisfaction through collaborative and proactive problem-solving, and an unwavering commitment to customer success.
• Expertise: Possesses deep understanding of customer needs and continually grows and enhances skills to provide customer-focused solutions.
• Agility: Quickly adapts and responds to dynamic customer needs and expectations through innovative solutions.
• Compassion: Cultivates a positive and supportive environment to effectively work together towards a common goal, fostering trust within Rackspace and with external stakeholders.

Key Responsibilities

• Owns a piece of a relationship with an alliance or may own a smaller alliance relationship
• Evaluate and establish co-selling agreements when possible
• Establish programmatic selling activities with Rackspace sales team and Alliance partner sales teams
• Establish and strengthen executive sales alignment by building joint strategic business plans with partners and programmatically drive towards key success metrics.
• Participate in regular interaction with Rackspace peers across other business units as well as executives and sales leadership on activities ranging from strategic go- to-market activities to managing quarterly business reviews.
• Interact with the partner s customer base to ensure they are successful using our services and are properly enabled to identify and qualify Rackspace opportunities.
• Assist in the development and implementation of partner enablement activities, creating repeatable best practices and measurements of effectiveness.
• Create regional field alignment between RAX Commercial and Enterprise sales teams and Alliance sales teams
• Incorporate Tier 1 sales plays with Channel Partners
• Drive co-sell motion via territory mapping
• Conduct enablement of Alliance sellers (matrixed with Product)
• Drive incremental pipeline and opportunities
• Reduce direct churn rates to alliance partners
• Decisions impact the quality, efficiency and effectiveness of own team and closely related teams.
• May impact other related teams through quality of output and service provided.
• Demonstrates good judgment in selecting methods and techniques for obtaining solutions.
• Works on complex problems of diverse scope where analysis of data requires evaluation of identifiable factors.
• Completes mostly tactical work where learning is applied to new situations.
• Contributes to solution of business problems regarding operations, products, services or customers.
• Analyzes information, asks questions and checks for understanding using learned techniques and applying creativity in new situations.
• Applies acquired skills and experience to complete moderately complex tasks.
• May suggest improvements to existing processes and solutions to improve the efficiency of the team.
• Networks with internal and external contacts; recognizes the importance of relationships outside of specialty field.
• Alliance Metrics: Sourced vs. Influenced, Conversion Rates (MQL to Opp), Closure Rates (Opp to Close), Direct churn saves
• Sales Leadership: Ability to articulate a clear vision of the future state, outlining the steps required to get there, and secure the commitment of the partner and Rackspace to meet quarterly objectives (solution development, pipeline, revenue generation). Establish a governance and cadence model with leaders.
• Business Planning: Define and execute sales strategy for Microsoft
• Alliance Partner Knowledge: Strong understanding of the partner, including partner economics, solution development, processes to take a solution to market and successful partner management. Understands partners sales and sales management goals and objectives, and what influences behavior. Growth in leading sales and alliance teams and understands collaborative relationship that must exist to grow the business.
• Program Knowledge: Strong understanding of channel and alliance partner programs. Partners with Rackspace sales teams to implement our program offerings and assures Rackspace is provider of choice for our ecosystem partners.
• Collaborative: Works collaboratively with all supporting technical integration, marketing, field sales and channel support organizations to ensure all organizations understand what we are trying to accomplish and the importance of their role / organization in our success.
• Presentation Skills: Skilled communicator and effective at delivering executive level presentations. Ability to build and manage Director and VP level relationships.
• Conflict Resolution: Able to surface and resolve breakdowns in commitment and drive behavior changes required.
• Utilize business relationship skills, such as negotiating with customers or management, or using influencing skills with senior level leaders regarding matters of significance to the organization.

Knowledge

• Intermediate knowledge of planning, designing and executing partner programs that drive partner interest and demand

Skills

• Analytical Skills
• Budget Management
• Business/Sales Development Skills
• Client/Customer Service
• Digital Transformation
• Negotiation Skills
• Operational Strategy Skills
• Platform/Technical Software Support
• Process Improvement
• Product Portfolio Management
• Project Management
• Sales Strategy Skills
• Stakeholder Management (external/internal)
• Technology Integration

Education

• High School Diploma or regional equivalent required
• Bachelors Degree required, preferably in field related to role. At the manager s discretion, additional relevant experience may substitute degree requirement

Experience

• 5 - 7 years of experience in the field of role required

Travel

• Role may require between 20-30% travel

Disclaimer

• The above information has been designed to indicate the general nature and level of work performed by employees in this classification. It is not designed to contain or to be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of the employee assigned to this job