Director, New Market Sales (RapidScale)

Company

Cox Communications, Inc.

Job Family Group

Sales

Job Profile

Director, Sales - RapidScale - CCI

Management Level

Director

Flexible Work Option

Hybrid - Ability to work remotely part of the week

Travel %

Yes, 50% of the time

Work Shift

Day

Compensation

Compensation includes a base salary of $127,000.00 - $190,600.00. The salary rate may vary within the anticipated range based on factors such as the ultimate location of the position and the selected candidate's experience. In addition to the salary range identified herein, this role is also eligible for an annual incentive/commission target of $100,000.00.

Job Description

RapidScale, a Cox Business, is one of the fastest growing Managed Cloud Computing companies in the industry. RapidScale is seen as a leader in Desktop Virtualization and technologies that enable its customer to access applications anywhere, anytime, from any device. RapidScale provides Managed Cloud services to companies of all sizes including: Desktop as a Service (DaaS), Infrastructure as a Service (IaaS), Disaster Recovery as a Service (DRaaS), Identity as a Service (IDaaS), Software Defined Networking (SDWAN), and Security as a Service (SECaaS), Public Cloud migration and managed services.   RapidScale is seeking to further accelerate its aggressive growth rate through pursuit of new market opportunities.  

The Director of New Market Sales will report to the Senior Director of Sales at RapidScale. This role will lead the new acquisition direct sales team to deliver the targeted revenue and drive the plan to land net new logos within a new market. This position will lead the RapidScale strategy development and execution of processes that will maximize our revenue production in the cloud space via net new acquisitions. 

• Oversees a team of Cloud sellers, or Cloud Solution Consultants (CSC), who are tasked with lead generation, pipelining, nurturing, and developing a consistent funnel of cloud opportunities which result in month over month sales attainment in net new logo acquisition within new markets.  
• Ensures current end-to-end Cloud sales and service delivery process is firmly understood and executed across all groups with an emphasis on creating intense two-way transparency around, and insights into, how to jointly improve the overall sales, sales support, and fulfillment performance 
  • With an eye toward long term Cloud scale and adoption, analyzes and document functional/resourcing challenges (inclusive of recommendations as feasible) between RS, CBCS, and CB Core that impede higher sales performance and effectiveness as well as efficiency/effectiveness of the service delivery processes
  • Learns and adopts existing deal management process in direct partnership with RS Sales Leadership
  • Identifies improvement opportunities and recommend evolutions to the deal management process that enables deal velocity and scale where permissible within the Cloud portfolio
  • Dramatically grows rates of engagements and bookings with overarching goal of achieving challenging LRP targets, with year over year growth of 75% - 100%
  • Provides monthly insight on win/loss reasons, holistic sales effectiveness and efficiency measures
  • Establish disciplined process for CSC Sales accountabilities re: SFDC entries and record maintenance – recommend changes to sales process as needed
  • Constructs a matrix of performance, skills and abilities that can be used to benchmark, evaluate and rank CSC’s on their effectiveness and efficiency
  • In concert Sales leadership, jointly develops action/gap plans and incentives to improve/reward performance as needed
  • Establishes goals and expectations for the CSC leaders and their teams with monthly performance reviews
  • Makes org structure recommendations within CSC team and bring forward resource needs in support groups
• Drives accurate sales forecasting process to drive new logo acquisition, utilizing salesforce.com
• Drives cooperative matrix for deal qualification
• Ensures the organization is staffed to provide market coverage and revenue targets
• Partner with Account Management on customer support, churn mitigation and cross-sell/ upsell strategies
• Works with Marketing and Product leaders in-direct sales partners are producing desired results
• Builds/ maintains a culture of accountability and introduces operational best practices across the sales team
• Monitors current trends and emerging developments within the cloud space
• Anticipates business issues and drives strong decision making through sound financial management and operational discipline
• Partners with RapidScale leade