Senior Account Executive (RapidScale)

About the Role

As an Account Executive III at RapidScale, you'll drive new Hybrid Multi-Cloud Managed Services and Professional Services business while shaping the future of our cloud solutions. This role combines innovation, growth, and impact in the fast-paced world of cloud computing, supported by the strength of the Cox family of companies. You are a driven, intellectually curious hunter with a passion for cloud technology and a track record of building pipeline from scratch, engaging executive buyers, and converting opportunities into closed bookings.

Sales Scope and Deal Profile

Primary focus on upper mid-market and large enterprise customers typically ranging from $1B to $5B+ in annual revenue. Typical deal sizes include:

• Managed services engagements in the $12K-$25K+ MRCV range
• Professional services programs ranging from $500K to multi-million-dollar transformation scopes

Sales cycles involve multi-year roadmaps, multi-SOW structuring, cross-functional executive involvement, and sophisticated commercial modeling. Opportunities span multi-cloud modernization, migration, resiliency, security, and application transformation.

Responsibilities

• Direct Sales Execution and Pipeline Development: Use hunting skills and direct sales expertise to develop net-new pipeline, drive outbound prospecting, and convert qualified opportunities into closed business across cloud operations and consulting services.
• Sales Performance and Revenue Growth: Consistently achieve and exceed monthly, quarterly, and annual sales targets, leveraging a competitive commission plan and a strong sales funnel.
• Pipeline and Deal Management: Build and manage a robust enterprise pipeline, driving opportunities through all stages of the sales cycle while maintaining a 5:1 funnel-to-quota ratio.
• Cloud Ecosystem and Strategic Partnerships: Develop and nurture relationships within AWS, Microsoft, and Google Cloud ecosystems to generate new business and stay ahead of industry trends.
• Multi-Channel Sales Execution: Drive cloud and professional services sales through Cox Business, indirect partners, internal business units, and industry events, optimizing various go-to-market channels.
• Consultative and Value-Based Selling: Identify client needs, propose tailored hybrid cloud and IT transformation solutions, and articulate the business value of RapidScale's offerings through a consultative, outcome-based sales approach.
• CRM and Data-Driven Insights: Utilize Salesforce to track prospects, manage opportunities, and provide actionable business insights to improve forecasting and strategy.
• Cross-Functional Collaboration and Negotiation: Work closely with internal teams (product, marketing, professional services, customer success) to ensure seamless service delivery while leading contract negotiations to secure favorable terms.
• Industry and Competitive Awareness: Stay informed about market trends, emerging technologies, and competitive positioning to refine sales strategies.

Qualifications

You thrive in a complex, consultative sales environment and bring strong communication skills, executive presence, and the discipline to manage a high-performance funnel. As an Elite Broadcom VMware VCSP Partner and top partner with AWS, Azure, and Google, RapidScale values professionals who can drive business outcomes with embedded cyber resiliency and AI.