Pursuit Manager II (Remote)

United States - Remote

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Responsible for managing and developing a workflow process for non-standard, large, complex pursuits requiring cross-functional collaboration. Serves as internal support for structuring profitable, non-standard deals while protecting the value and timeline to the final signature. Serves as the single source of continuity from opportunity development through implementation to service delivery, allowing quota-bearing reps the opportunity to increase time spent on core selling activities and expand their capacity for more opportunities. Assists with sales guidance and strategy throughout the pursuit. Establishes relationships with customers and acts as an advocate on their behalf.

Responsibilities

  • Support direct sellers by managing the pursuit process, to add efficiency to the sales cycle.
  • Contributes to and documents win strategy development, ROIs, and risk assessments and reasons for bid/ no-bid decisions.
  • Translate business issues/ requirements, solution capabilities, and value into a pursuit plan that includes customer call plans and a schedule to achieve desired pursuit goals.
  • Gathers documentation and prepares oral/ written presentations, utilizing standard templates, information, and data sets.
  • Responsible for project managing the analysis, development, and implementation of pursuit plans for non-standard, highly complex deals.
  • Influences an extended pursuit team made up of sales, finance, legal, sales ops specialist, solution engineers, and others.
  • Works closely with proposal team to develop and deliver well-written, competitive proposals that incorporate win themes and value propositions that speak to the customer’s business need.
  • Collaborates with sales representatives, resolving issues and removing roadblocks in the sales process.
  • Tracks the negotiation process for complex deals that require custom contract changes. Works with legal and other internal stakeholders to complete contracts in a timely manner.
  • Collaborates with service delivery leaders to document and gain approvals for one-offs to the support model.
  • Leverages knowledge management resources and coordinates the integration of subject matter experts, functional leaders into the sales process.
  • Sales Cycle3 - 18 Months
  • Commercial and small enterprise Acquisition Prospects and Existing Accounts
  • Decisions impact the quality, efficiency, and effectiveness of own team and closely related teams.
  • May impact other related teams through the quality of output and service provided.
  • Demonstrates good judgment in selecting methods and techniques for obtaining solutions.
  • Works on complex problems of diverse scope where analysis of data requires evaluation of identifiable factors.
  • Completes mostly tactical work where learning is applied to new situations.
  • Contributes to a 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 moderately complex tasks.
  • May suggest improvements to existing processes and solutions to improve the efficiency of the team.
  • Networks with internal and external contacts; recognizes the importance of relationships outside of the specialty field.
  • Drives efficiency in the sales process, reducing time to deal close.
  • Develops and delivers pursuit plan and manages tasks to set timeline.

Knowledge

  • Requires general understanding of the processes, procedures, and systems used to accomplish the work and familiarity with the broader underlying concepts in own job family/job discipline.
  • Applies an understanding of how the team relates to other closely related areas to improve the efficiency of own work.
  • Strong knowledge of sales processes, frameworks, and behaviors.
  • Strong knowledge of the Rackspace products, services, and customers.
  • Intermediate understanding of the key drivers of success in the sales process and the ability to apply knowledge to accomplish own work.
  • Ability to build networks with internal and external contacts and recognize the importance of relationships outside of specialty field.
  • Capable of discussing both business and technical issues with VP, and Director level with the prospect/ customer and/ or internal resources.
  • Ability to apply an understanding of how the team relates to other stakeholders to improve the efficiency of their own work.
  • Knowledge and capabilities to run small and medium-sized projects.
  • Strong writing skills with demonstrated ability to write persuasive sales proposals.
  • Strong organization and analytical skills.
  • Strong interpersonal and group communication skills at all organizational levels; ability to tailor the same message dependent upon the audience.
  • Ability to gain consensus in group collaboration.

Requirements

  • Bachelor’s degree in sales, marketing, business, communications, or a related field.
  • At the manager’s discretion, an additional 4 years of professional experience may substitute for the degree requirement.
  • High school diploma required
  • Requires 5 - 7 years of sales, sales support, and/or sales engagement experience.
  • Prefer project management experience with medium to large-sized projects
  • Occasional domestic travel may be required, less than 10%.
Are you a Racker?Rackers thrive in fast-paced environments built to inspire learning, growing, and innovating. They are mission-inspired, values-grounded, culture-focused, and dedicated to making a positive impact in everything they do. Rackers are inherently wired to solve problems and share ideas in small, nimble teams. As experts in what they do, Rackers are serious about delivering a Fanatical Experience™ to our customers. Rackers are valued members of a winning team on an inspiring mission and we want you to come join the Racker family!
Why work at Rackspace Technology?Find your fanatical. We deliver the best customer experience in the industry to businesses that perform life-saving research, power cities, and feed millions.
Come as you are. Cultivating inclusion is not just the right thing to do, it enables us to win. Our Executive Inclusion Council and Racker Resource Groups (RRGs) partner to enable an inclusive workplace and drive initiatives such as Rackspace’s participation in the annual Texas Conference for Women.
Satisfy your curiosity. No matter where you are going, we can help you get there. Our internal learning department, Rackspace University®, provides training and development to Rackers – from Microsoft™ certifications to effective leadership training – our goal is to help you grow.
Make a difference. At the core of every Racker is a drive to leave the world better than we found it, and we are passionate about giving back to our communities across the globe. While Rackers can leverage paid volunteer time off for any cause, our Rack Gives Back program creates opportunities for Rackers to give our time and talent to others.
Live life completely. We offer a well-rounded suite of health and wellness programs that help our Rackers achieve a healthy and balanced lifestyle. So while our Rackers are busy taking care of our customers, we take care of our Rackers.
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About Rackspace TechnologyWe are the multicloud solutions experts. We combine our expertise with the world’s leading technologies — across applications, data and security — to deliver end-to-end solutions. We have a proven record of advising customers based on their business challenges, designing solutions that scale, building and managing those solutions, and optimizing returns into the future. Named a best place to work, year after year according to Fortune, Forbes and Glassdoor, we attract and develop world-class talent. Join us on our mission to embrace technology, empower customers and deliver the future.  More on Rackspace TechnologyThough we’re all different, Rackers thrive through our connection to a central goal: to be a valued member of a winning team on an inspiring mission. We bring our whole selves to work every day. And we embrace the notion that unique perspectives fuel innovation and enable us to best serve our customers and communities around the globe. We welcome you to apply today and want you to know that we are committed to offering equal employment opportunity without regard to age, color, disability, gender reassignment or identity or expression, genetic information, marital or civil partner status, pregnancy or maternity status, military or veteran status, nationality, ethnic or national origin, race, religion or belief, sexual orientation, or any legally protected characteristic. If you have a disability or special need that requires accommodation, please let us know.  Position is available for remote work in the following states unless otherwise specified. Alabama, Arizona, Arkansas, California, Connecticut, Delaware, District of Columbia, Florida, Georgia, Idaho, Illinois, Indiana, Iowa, Kansas, Kentucky, Louisiana, Maine, Maryland, Massachusetts, Michigan, Minnesota, Mississippi, Missouri, Montana, Nebraska, Nevada, New Hampshire, New Jersey, New Mexico, New York, North Carolina, North Dakota, Ohio, Oklahoma, Oregon, Pennsylvania, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, Utah, Vermont, Virginia, Washington, West Virginia, Wisconsin, Wyoming.
Job region(s): North America
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