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Job Description
The expansion of the Rackspace business in MEA is a major strategic priority for Rackspace International and as a result, this role is a key hire and will be very high profile across our MEA sales organization.
You will be primarily responsible for new sales acquisition and secondary responsible for finding new footprint at our current Installed Base in MEA. The primary focus, as part of our strategic growth initiatives, will be on expansion of our Middle East footprint.
We are looking for a highly talented individual that can help lead, manage and grow the Rackspace sales in the UAE to increase our market share in this new emerging market for Rackspace. The focus will be on business acceleration.
Key Accountabilities Evolve and create an acquisition strategy to increase market share within the UAE/Middle Eastern market. Define target segments and customers based on the defined Rackspace market entry strategy and the existing network of the candidate
Develop initiatives to increase new deal flow, hold senior client meetings and ways to position the comprehensive Rackspace portfolio within the defined target segments and customers
Define target acquisition accounts / segments
Develop strategic account plans with 1 to 3-year scope. Execute plan and met defined KPIs
Build multi-level relationships including senior customer contacts and key decision makers and stakeholders
Execute sales processes to ensure market leading win ratios and strategies. Develop and optimize a structured sales process to grow the business within the selected target segments and customers
Responsible for full sales cycle from prospecting, discovery, education and thought leadership, solution proposing, negotiating, closing and working closely with the implementation teams to deliver the solution. Responsible for accurately managing your forecast throughout the lifecycle of the opportunity (via SalesForce).
Work closely with Advisory and professional services, Architects and Solutions Engineers to perform presales feasibility assessments to ensure that Rackspace solutions meet the customer requirements and what customisation would be required
Establish, meet and exceed sales revenue quota. Drive revenue growth via interaction and engagement with other critical parts of the Rackspace organisation
Frequent travel in region and sometimes outside region (UK, US)
Work very close with regional marketing department to facilitate growth
Drive discipline across sales operations and execution
Key Responsibilities Proven enterprise sales and business development experience preferably within the ICT/Managed Service and Hosting arena (e.g. IT/software services, web/application/platform hosting, managed services, datacentre, SAAS, Cloud computing, Co-location, ISP)
Fluent Arabic & English communication and presentation skills (written & verbal). You will have proven relationship-building skills
Extensive commercial experience in new sales environment enabling value / solutions service selling within the IT Infrastructure Services / Outsourcing Industry or Managed Hosting
Develop and maintain a clear understanding of your prospects business needs and how Rackspaces solutions can enable current and future requirements. Where appropriate drive Rackspace product teams to develop new propositions
Proven experience of building and executing successful go-to-market propositions strategic, tactical and operational
Proven track record of execution of strategic 3-18 months sales cycles
Sole lead on complex opportunities. Orchestrates highly complex bid management cycles
Strong motivational team player. You will have superior professional presence and business acumen.
Broad understanding of the UAE/Middle Eastern IT market
Proven direct sales and business development experience. Proven track record on quota attainment
Self-starter, highly aggressive and motivated to drive the highest possible level of responsiveness and performance; ability to spot potential wins and execute on them quickly and commercially
The ability to work effectively at all levels within a high-growth, fast-paced environment and drive results
Demonstrable ability to apply logical thinking and reasoning to a challenge or problem.
Willing to work hard to meet customer, sales and marketing driven deadlines
A passion for customer service with a contagious enthusiasm and energy
