Senior Client Partner - West Coast

The Senior Client Partner is responsible for all client interactions for a portfolio of accounts. The role collaborates with their GTM and Delivery teams to devise account strategies and manage client relationships in line with these strategies. Typically, the role oversees a single account or a segment of a large account, which generates significant revenue. The Senior Client Partner helps to build the RXT brand as the preferred consulting partner for cloud transformation projects, spanning business and technology. This role will be dedicated to delivering exceptional outcomes for RXT clients, thereby expanding existing accounts and facilitating access to new ones. The role will also deliver solutions that further develop RXT's transformation story and build on RXT's strong foundation. The role is responsible for adhering to company security policies and procedures and any other relevant policies and standards as directed.

Career Level Summary

• Recognized as an external thought leader within a strategic organization function or job discipline and requires broad and comprehensive expertise in leading-edge theories, techniques and/or technologies within own field
• Proactively identifies and solves problems that impact the management and direction of the business
• Contributes to the development of the organizational function strategy or product or business strategy
• Progression to this level is typically restricted on the basis of individual capabilities and business requirements

Critical Competencies

• Excellence: Exceeds expectations by consistently demonstrating accountability, discipline, high performance, and a proven track record of exceptional results.
• Customer-driven: Prioritizes customer needs and satisfaction through collaborative and proactive problem-solving, and an unwavering commitment to customer success.
• Expertise: Possesses deep understanding of customer needs and continually grows and enhances skills to provide customer-focused solutions.
• Agility: Quickly adapts and responds to dynamic customer needs and expectations through innovative solutions.
• Compassion: Cultivates a positive and supportive environment to effectively work together towards a common goal, fostering trust within Rackspace and with external stakeholders.

Key Responsibilities

• Other Incidental tasks related to the job, as necessary.
• Achieve bookings via ACV and TCV targets.
• Directly accountable for significant revenue generation.
• Responsible for profitability of assigned accounts (e.g., blended project margins and average bill rates).
• Oversight and governance of delivery excellence for active engagements at accounts.
• Client satisfaction surveys.
• People Management: provide guidance, supervision, and coaching to team members assigned to projects on the account. Drive employee satisfaction within community of consultants working on the account(s).
• Administration: ensure the proper administrative controls are in place and adhered to on the account, including client charge codes, time tracking, billing, receivables, and internal administration.
• Financial Management: oversee the financial performance vs targets of the account.
• Strategy: member of the market leadership team supporting technology industry client portfolio direction, strategy, and goal setting.
• Public Relations: promote RXT in the market by attending / speaking at industry events, panels, etc.
• The success of the services agenda and successful sales will rely on the successful partnerships with others; this will include regional leads and services teams to work on the best outcome for the client. Engage and coordinate with partners and/ or vendors to drive select deals through vendor-based opportunities, engage with the broader organization such as the Offer Management, Commercial Architecture, and Delivery teams to promote and support high-value services opportunities, and participate in regional sales governance processes and Deal Clinics to profile opportunities.

Knowledge

• Expert-level knowledge in professional sales training and sales process
• Expert-level understanding of the processes, procedures and systems used to accomplish the work and familiarity with the broader underlying concepts in own job discipline
• Expert-level knowledge of Rackspace product portfolio, strategy, competitors, and customers

Skills

• Cross-selling/Up-selling
• Customer Relationship Management
• Data Analysis
• Leadership
• Negotiation Skills
• Pipeline Management
• Presentation Building
• Proposal Drafting
• Public Speaking
• Sales Strategy Skills
• Salesforce CRM Software Skills
• SOW Review/Update

Education

• High School Diploma or regional equivalent required
• Bachelor's Degree required, preferably in field related to role. At the manager's discretion, additional relevant experience may substitute degree requirement

Experience

• 15+ years of experience in the field of role required

Travel

• Occasional domestic/international travel, less than 50%

Disclaimer

• The above information has been designed to indicate the general nature and level of work performed by employees in this classification. It is not designed to contain or to be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of the employee assigned to this job.

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