Cox Enterprises
Director, New Market Sales (RapidScale)
Cox Enterprises, York, South Carolina, United States, 29745
RapidScale, a Cox Business, is one of the fastest growing Managed Cloud Computing companies in the industry. RapidScale is seen as a leader in Desktop Virtualization and technologies that enable its customer to access applications anywhere, anytime, from any device. RapidScale provides Managed Cloud services to companies of all sizes including: Desktop as a Service (DaaS), Infrastructure as a Service (IaaS), Disaster Recovery as a Service (DRaaS), Identity as a Service (IDaaS), Software Defined Networking (SDWAN), and Security as a Service (SECaaS), Public Cloud migration and managed services. RapidScale is seeking to further accelerate its aggressive growth rate through pursuit of new market opportunities.The Director of New Market Sales
will report to the Senior Director of Sales at RapidScale. This role will lead the new acquisition direct sales team to deliver the targeted revenue and drive the plan to land net new logos within a new market. This position will lead the RapidScale strategy development and execution of processes that will maximize our revenue production in the cloud space via net new acquisitions.Oversees a team of Cloud sellers, or Cloud Solution Consultants (CSC), who are tasked with lead generation, pipelining, nurturing, and developing a consistent funnel of cloud opportunities which result in month over month sales attainment in net new logo acquisition within new markets.Ensures current end-to-end Cloud sales and service delivery process is firmly understood and executed across all groups with an emphasis on creating intense two-way transparency around, and insights into, how to jointly improve the overall sales, sales support, and fulfillment performance
With an eye toward long term Cloud scale and adoption, analyzes and document functional/resourcing challenges (inclusive of recommendations as feasible) between RS, CBCS, and CB Core that impede higher sales performance and effectiveness as well as efficiency/effectiveness of the service delivery processesLearns and adopts existing deal management process in direct partnership with RS Sales LeadershipIdentifies improvement opportunities and recommend evolutions to the deal management process that enables deal velocity and scale where permissible within the Cloud portfolioDramatically grows rates of engagements and bookings with overarching goal of achieving challenging LRP targets, with year over year growth of 75% - 100%Provides monthly insight on win/loss reasons, holistic sales effectiveness and efficiency measuresEstablish disciplined process for CSC Sales accountabilities re: SFDC entries and record maintenance – recommend changes to sales process as neededConstructs a matrix of performance, skills and abilities that can be used to benchmark, evaluate and rank CSC’s on their effectiveness and efficiencyIn concert Sales leadership, jointly develops action/gap plans and incentives to improve/reward performance as neededEstablishes goals and expectations for the CSC leaders and their teams with monthly performance reviewsMakes org structure recommendations within CSC team and bring forward resource needs in support groups
Drives accurate sales forecasting process to drive new logo acquisition, utilizing salesforce.comDrives cooperative matrix for deal qualificationEnsures the organization is staffed to provide market coverage and revenue targetsPartner with Account Management on customer support, churn mitigation and cross-sell/ upsell strategiesWorks with Marketing and Product leaders in-direct sales partners are producing desired resultsBuilds/ maintains a culture of accountability and introduces operational best practices across the sales teamMonitors current trends and emerging developments within the cloud spaceAnticipates business issues and drives strong decision making through sound financial management and operational disciplinePartners with RapidScale leadership and functional teams to identify and evaluate key risk factors within the cloud portfolio and determine appropriate risk responseMinimum Qualifications:Bachelor’s degree in a related discipline and 10 years’ experience in a related field. The right candidate could also have a different combination, such as a master's degree and 8 years’ experience; or 14 years’ experience in a related field in lieu of degree.5+ years’ experience in a management or leadership role building up a team to drive net new logo acquisitionDeep sales leadership experience and understanding in the public cloud technology space.Working knowledge of strategic planning, operations planning, business analysis and general business consulting principleNew Market development experienceProven skills in process improvement and/or gaining efficiencies through technology
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will report to the Senior Director of Sales at RapidScale. This role will lead the new acquisition direct sales team to deliver the targeted revenue and drive the plan to land net new logos within a new market. This position will lead the RapidScale strategy development and execution of processes that will maximize our revenue production in the cloud space via net new acquisitions.Oversees a team of Cloud sellers, or Cloud Solution Consultants (CSC), who are tasked with lead generation, pipelining, nurturing, and developing a consistent funnel of cloud opportunities which result in month over month sales attainment in net new logo acquisition within new markets.Ensures current end-to-end Cloud sales and service delivery process is firmly understood and executed across all groups with an emphasis on creating intense two-way transparency around, and insights into, how to jointly improve the overall sales, sales support, and fulfillment performance
With an eye toward long term Cloud scale and adoption, analyzes and document functional/resourcing challenges (inclusive of recommendations as feasible) between RS, CBCS, and CB Core that impede higher sales performance and effectiveness as well as efficiency/effectiveness of the service delivery processesLearns and adopts existing deal management process in direct partnership with RS Sales LeadershipIdentifies improvement opportunities and recommend evolutions to the deal management process that enables deal velocity and scale where permissible within the Cloud portfolioDramatically grows rates of engagements and bookings with overarching goal of achieving challenging LRP targets, with year over year growth of 75% - 100%Provides monthly insight on win/loss reasons, holistic sales effectiveness and efficiency measuresEstablish disciplined process for CSC Sales accountabilities re: SFDC entries and record maintenance – recommend changes to sales process as neededConstructs a matrix of performance, skills and abilities that can be used to benchmark, evaluate and rank CSC’s on their effectiveness and efficiencyIn concert Sales leadership, jointly develops action/gap plans and incentives to improve/reward performance as neededEstablishes goals and expectations for the CSC leaders and their teams with monthly performance reviewsMakes org structure recommendations within CSC team and bring forward resource needs in support groups
Drives accurate sales forecasting process to drive new logo acquisition, utilizing salesforce.comDrives cooperative matrix for deal qualificationEnsures the organization is staffed to provide market coverage and revenue targetsPartner with Account Management on customer support, churn mitigation and cross-sell/ upsell strategiesWorks with Marketing and Product leaders in-direct sales partners are producing desired resultsBuilds/ maintains a culture of accountability and introduces operational best practices across the sales teamMonitors current trends and emerging developments within the cloud spaceAnticipates business issues and drives strong decision making through sound financial management and operational disciplinePartners with RapidScale leadership and functional teams to identify and evaluate key risk factors within the cloud portfolio and determine appropriate risk responseMinimum Qualifications:Bachelor’s degree in a related discipline and 10 years’ experience in a related field. The right candidate could also have a different combination, such as a master's degree and 8 years’ experience; or 14 years’ experience in a related field in lieu of degree.5+ years’ experience in a management or leadership role building up a team to drive net new logo acquisitionDeep sales leadership experience and understanding in the public cloud technology space.Working knowledge of strategic planning, operations planning, business analysis and general business consulting principleNew Market development experienceProven skills in process improvement and/or gaining efficiencies through technology
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