Alliance Partner Sales Manager V - Broadcom/VMware - Remote

Responsible for driving incremental pipeline opportunities with and improving win rates along with reducing churn rates for to VMware and Broadcom alliance. 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 Summary

• Recognized as an expert within the company and requires in-depth and/or breadth of expertise in own job discipline and broad knowledge of other job disciplines within the organization function
• Solves unique problems that have a broad impact on the business
• Contributes to the development of organizational sub-function strategy
• Progression to this level is typically restricted on the basis of business requirements

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 alliance relationship and is responsible for growing and developing the alliance partnership. May own multiple alliance relationship or be involved multiple alliance
• 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 achievement of customer, operational, program or service objectives.
• Demonstrates strong judgment and creativity in selecting methods and techniques for obtaining solutions.
• Works on significant and unique issues where analysis of situations or data requires an evaluation of intangibles.
• Solves complex problems and takes a broad perspective to identify innovative solutions.
• Completes strategic work, using learning and creativity to resolve new situations.
• Actions are guided by policies, resource requirements, budgets and the area business plan.
• Leads the analysis and 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 complex tasks.
• Works independently, with guidance in complex situations only.
• May provide guidance and training to new team members.
• Decisions impact the achievement of customer, operational, program or service objectives.
• Contributions often result in business or process improvements.
• Actions are guided by personal goals and objectives.
• Works on significant and unique issues where analysis of situations or data requires an evaluation of intangibles.
• Leads others to solve issues of diverse scope where analysis requires an understanding of current business trends.
• Uses sophisticated analytical thought to exercise judgment and identify innovat