Enterprise Account Manager – Strategic Partner Sales

Build and grow relationships across the partner’s sales organisation

• Establish yourself as a trusted, visible figure with the partner’s sellers, account directors, sales leaders and specialists across industries and regions.
• Run a structured engagement plan: regular account reviews, one-to-ones, team meetings and joint events, so Rackspace stays front of mind.
• Gain access to the partner’s wider sales community, and open doors for Rackspace’s own executives and technical teams.

Drive pipeline through the partner

• Identify the partner accounts and opportunities where Rackspace’s cloud, managed services, data, security and AI offerings add value, and shape joint opportunity plans around them.
• Get Rackspace pulled into customer deals at the right stage, working alongside partner sellers from first conversation through to close.
• Take ownership of opportunity registration, qualification and pipeline progression, keeping forecasts accurate and visible.
• Work with partner sellers and Rackspace Solutions Architects on discovery, solution design and proposals, including RFI and RFP responses and commercial negotiation.

Enable and promote

• Educate and inspire the partner’s sellers on the full Rackspace portfolio, including our AI solutions and compute, through briefings, workshops, use-case stories and joint customer wins.
• Create simple, credible messaging that makes it easy for a seller who isn’t a Rackspace product portfollio specialist to spot an opportunity and bring us in.
• Partner with Rackspace marketing on joint campaigns, events, case studies and customer references.

Own the partnership commercially

• Build and run a joint business plan, with clear targets, priorities and cadence, and report on progress to Rackspace leadership and the partner.
• Understand how the partner’s sellers are measured and rewarded and use that to make selling Rackspace the easy choice for them.
• Act as the voice of the partner inside Rackspace, bringing back feedback to product, pre-sales, legal and commercial teams, and resolving issues quickly.

What you will bring

Essential

• Proven track record of selling technology services through a large partner, systems integrator, carrier, distributor or alliance, or of selling alongside a partner’s sales team in a co-sell model.
• A sales-focused account management background, with a history of meeting or exceeding quota in enterprise IT, cloud, managed services or a comparable sector.
• Outstanding networking and relationship-building skills. You are comfortable earning credibility with people you don’t manage and who have no obligation to sell for you.
• Ability to influence without authority, from frontline sellers to senior leaders.
• Strong commercial acumen: you can qualify, structure and negotiate complex, multi-party deals, and handle RFIs and RFPs.
• Excellent communication and presentation skills, in writing and in person.
• Self-starter who is organised enough to manage a broad network and a long-cycle pipeline, while still delivering in-year numbers.