The Opportunity
Rackspace Technology has a strategic partnership with one of the world’s largest enterprise go to market partners. Through it, our cloud services & AI solutions are sold to that partner’s enterprise customer base by the partner’s own sales organisation. This is a rare chance to build a new route to market at scale.
As Enterprise Account Manager, you will be the face of Rackspace inside the partner’s sales organisation. You won’t be working a named list of end customers. Your customer is the partner’s sellers, and your job is to make sure Rackspace is the first name they think of when a client needs cloud, data, security or AI. You’ll build relationships across their account teams, equip them to position us with confidence, and get Rackspace pulled into the right customer opportunities early.
What you will do
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.
Desirable
Knowledge of the cloud landscape (public, private and hybrid cloud, managed services, FinOps and migration), and an appetite for AI, data and…