Product Client Executive (Google Cloud)

Job Profile SummaryDrives the full sales cycle to both win and grow share of wallet in strategic accounts for Rackspace. Utilizes industry and strategic knowledge to acquire new customers and drive new footprint in large, complex, strategic, business changing deals. Responsible for creating and nurturing relationships with Product Account Executives and Regional Vice Presidents to work on generating product-led pipeline. Engage in solution- based selling with customers looking for sales/service/marketing solutions. Possess an understanding of consulting and professional services. May use experience and appreciation for professional services to understanding the technology platform. Assists in high-level solutions as part of assembling an overall estimate cost of services for implementation. Navigates and manages a 6 - 24 month sales cycle to keep Rackspace focused on winning and growing the business relationship in a sustainable manner. Lives and demonstrates Rackspace’s core values in the sales arena. Careel Level Summary• Works independently, with guidance in complex situations only.• Leads projects or programs within a function and may act as a team leader to coordinateactivities of other personnel.• 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 innovative solutions. Critical Competencies• Strategic Agility• Quickly pivot thinking and solutions based on new information. Creates strategies thatdemonstrate customer focus and knowledge of the business at hand while leaving roomfor innovation and agile execution.• Drive for Results• Drives high performance with unwavering commitment. Passionately persists in the faceof adversity and change. Tracks progress and holds self and others accountable forresults. Comfortably shifts short-term strategies when necessary in order to accomplishlong-term objectives.• Relationship Building and Management• Recognizes and responds effectively to the impact of their behavior on others. Uses thisunderstanding to pursue and build authentic relationships with Rackers and customers.Creates an environment of trust enabling others to be open and vulnerable.• Growth Orientation• Exhibits a growth mindset that quickly shifts ways of thinking and operating. Maintainsstrong self-awareness of capabilities and impacts on others. Is a passionate advocatefor their own and acts as a catalyst for change.• Communication• Articulates the Rackspace story focusing on our value proposition through the lens ofcustomers and the marketplace. Inspires action by conveying a compelling vision andpurpose in meaningful messages. Actively listens and takes care to provide the rightpeople the right information at the right time.• Collaboration• Focused on wider business priorities when solving, planning and implementing in order to optimize our collective results. Demonstrates care and wider accountability for others’success. Displays vulnerable decision making and accepts influence of others foroptimal business outcomes.• Business Acumen• Demonstrates a deep and applicable understanding of how the business achieves itsgoals and objectives. Is knowledgeable in current and future practices, trends,technology and information affecting the organization. Knows the competition and isaware of how strategies and tactics work in the industry/marketplace.• Consulting• Understands the problem the customer is trying to solve and then recommends asolution that will specifically address that problem. Engages customers in identifyingissues, options and desired outcomes, while keeping the customer’s best interests inmind. Acquires a keen perspective on the customer’s business and operational needs.Uses that broadening view to help resolve more complex and difficult issues, and toanticipate new customer needs.• Influencing• Exhibits the ability to persuade or convince others to support an idea, recommendationor direction. Understands who the key decision makers are and uses persuasion to gainthe support and cooperation from all parties involved to achieve a desired course ofaction consistent with the organization’s strategic goals and objectives.• Motivation (Self-Starter)• Actively seeks and identifies opportunities to contribute to and achieve goals. Maintainsa sense of purpose, value, and ownership of their work and does so independently withlittle to no direction Key Responsibilities• Responsible for full sales cycle from lead to close.• Builds and owns account plans, including pursuit plan, timeline, deliverables, and goals, for named prospects and strategic accounts assigned to them.• Builds and owns integrated portfolio plan to prioritize activities targeted at prospects and customer base.• In partnership with regional sales manager, finalize named prospect list, providing input into additional strategic pursuits within territory that align with overall Rackspace competitive