Enterprise Account Manager – Strategic Partner Sales

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 compute.
• Experience in regulated or public sector markets, or with sovereignty and data-residency requirements.
• Familiarity with partner programmes, deal registration, joint business planning and partner-led marketing.
• CRM experience (we use [Salesforce]) and disciplined pipeline management.
• Professional sales training and a recognised sales methodology.

What success looks like

First 90 days: You’ve met and built early relationships with the key partner sellers and leaders, and you understand how the partner sells, is organised and is rewarded. You have a joint plan agreed and your first opportunities in the pipeline.

First year: Rackspace is a known, trusted name across the partner’s sales force. You have a healthy, partner-influenced and partner-sourced pipeline, repeatable enablement and a growing list of joint wins. You will have built strong relationships with our partners GTM sellers and fully positioned Rackspace’s capabilities with that community.

Our compensation reflects the cost of labor across several geographic markets. The compensation range for this position ranges from £138,226.00/year in our lowest geographic market up to £221,038.00/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for your preferred location during the hiring process. The compensation package may also include incentive compensation opportunities in the form of annual bonus or incentives, equity awards and an Employee Stock Purchase Plan (ESPP). Learn more about benefits at Rackspace.

About Rackspace Technology

Rackspace Technology is the trusted operator of the full enterprise AI stack, from governed private cloud to AI inference and agents in production. From edge to core to cloud, we operate the infrastructure, data layer, and software integration to deliver business outcomes with the predictable cost, reliability, security, and compliance that regulated and mission-critical environments demand. We support customers in more than 120 countries with AI capabilities spanning private cloud, public cloud, applications, data and cyber resilience.

More on Rackspace Technology

Though 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.

Originally posted on Himalayas