Director, Direct Sales - (RapidScale)

CompanyCox Communications, Inc.Job Family GroupSalesJob ProfileDirector, Sales - RapidScale - CCIManagement LevelDirectorFlexible Work Option Hybrid - Ability to work remotely part of the weekTravel %Yes, 25% of the timeWork ShiftDayCompensationCompensation includes a base salary of $127,000.00 - $190,600.00. The salary rate may vary within the anticipated range based on factors such as the ultimate location of the position and the selected candidate's experience. In addition to the salary range identified herein, this role is also eligible for an annual incentive/commission target of $100,000.00.Job DescriptionRapidScale, 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. The company provides Managed Cloud services to companies of all sizes including but not limited to: 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. RapidScale is seeking to further accelerate its aggressive growth rate through pursuit of new market opportunities. The company's primary route to market is via in-direct sales channels. The Director of Sales will report to the Senior Director of Sales at RapidScale. This role will lead the sales teams to deliver the targeted revenue per the LRP and play a key strategic role in terms of integration and alignment with the CB core sales organization. This position will lead the RapidScale strategy development and execution of processes that will maximize our revenue production in the cloud space via the tight integration of CB core and Rapidscale and organizations through complex operational initiatives that are critical to current and future success. Improves overall sales performance of CB Cloud Services and provides insight, direction, and suggestions on the overall CB Cloud Services and RapidScale operating model.Oversees a team of Cloud sellers, or Cloud Solution Consultants (CSC), who are tasked with recruiting, nurturing, and developing a community of sales partners who can produce a consistent funnel of cloud opportunities which result in month over month sales attainment. Will assist in the development and enablement of in-direct sales partner ecosystem. Including engagement with Technology Distributors and sales agent partners and other entities. This ecosystem is critical to RapidScale's go-to-market. 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 groupsDrives accurate sales forecasting process, utilizing salesforce.comDrives cooperative matrix for deal qualification in collaboration with CB salesLeads the sales managers responsible for the CB cloud revenue targets nationallyEnsures 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 responseQualifications Minimum: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 roleDeep sales leadership experience and understanding in the technology space.Working knowledge of strategic planning, operations planning, business analysis and general business consulting principleProven skills in process improvement and/or gaining efficiencies through technologyBenefitsThe Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company's needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, parental leave, and COVID-19 vaccination leave.About UsCox Communications is all about creating moments of real human connection; and for employees, that's true both in the workplace and in the problems we solve for customers. From building advertising solutions to unleashing IoT technologies to creating an exceptional experience for customers in our retail locations and online, we're creating a world that is smarter and more connected. Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k)), and paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO). For more details on what benefits you may be offered, visit our benefits page. Cox is an Equal Employment Opportunity employer - All qualified applicants/employees will receive consideration for employment without regard to that individual's age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law. Cox provides reasonable accommodations when requested by a qualified applicant or employee with disability, unless such accommodations would cause an undue hardship.