Director, Enterprise New Business Sales (RapidScale)

Cox Communications • Raleigh, NC

1d • Hybrid

About The Position

At RapidScale, exceptional technology is powered by exceptional people. We deliver secure, reliable managed and advisory services across private, public, and hybrid clouds, helping organizations innovate, adapt, and grow. As an Elite Broadcom VMware VCSP Partner and top partner with AWS, Azure, and Google, our solutions focus on business outcomes with embedded cyber resiliency and AI to protect today and enable tomorrow, backed by the strength of the Cox family of companies.

Role Overview RapidScale is seeking an accomplished enterprise sales leader to define and execute the strategy for enterprise new business acquisition while leading a high-performing organization of enterprise hunters focused on accelerating long-term revenue growth. The Director is responsible for developing go-to-market strategies, expanding RapidScale's presence across enterprise and strategic accounts, and building an organization that consistently delivers exceptional business results through new customer acquisition. Our sales leaders are player-coaches who lead from the front. The Director is expected to personally cultivate executive customer relationships, develop strategic partnerships, create new business opportunities, and actively support the organization's most significant enterprise pursuits while developing leaders who embrace the same hunter mentality. The most successful leaders at RapidScale are visible in the marketplace, actively engaged with customers, and committed to developing teams that lead from the front. Success in this role requires executive presence, strategic thinking, strong business and financial acumen, and the ability to influence customers, partners, and executive stakeholders while building a scalable, high-performing enterprise sales organization.

Requirements

• Bachelor's degree in Business, Technology, Marketing, or a related discipline with 10 years of relevant experience. The right candidate could also have a different combination, such as a Master's degree with 8 years of experience, a Ph.D. with 5 years of related experience, or 14 years of directly related experience.
• Five or more years leading enterprise sales organizations responsible for new logo acquisition, revenue growth, and organizational performance.
• Demonstrated success developing and executing enterprise go-to-market strategies within cloud, managed services, cybersecurity, infrastructure, AI-enabled solutions, professional services, or digital transformation markets.
• Demonstrated success personally influencing executive customer relationships and strategic enterprise pursuits while leading high-performing sales organizations.
• Demonstrated ability to create new business opportunities through executive networking, strategic partnerships, and industry relationships.
• Strong executive presence with the ability to influence C-level customers, executive leadership, strategic partners, and industry stakeholders.
• Strong strategic thinking, business acumen, and financial management skills.
• Experience developing leaders, building organizational capability, and driving succession planning.
• Demonstrated success leading organizational transformation and improving sales effectiveness within highly matrixed organizations.
• Experience using CRM platforms, forecasting tools, sales analytics, and business metrics to improve organizational performance.
• Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship. No OPT, CPT, STEM/OPT or visa sponsorship now or in future.

Nice To Haves

• Experience working with AWS, Microsoft Azure, Google Cloud, Broadcom VMware, or other strategic cloud ecosystems.
• Experience leveraging hyperscaler, alliance, and channel partner programs to accelerate enterprise growth.
• Experience with enterprise sales methodologies such as MEDDPICC, Challenger, Miller Heiman, or Command of the Message.
• Experience representing an organization with executive customers, strategic partners, and industry organizations.
• Experience leading teams pursuing complex six and seven figure enterprise technology opportunities.
• Industry expertise within Healthcare, Financial Services, Manufacturing, Retail, SaaS, or other enterprise markets.
• Previous experience within a Managed Services Provider, enterprise technology company, cloud consulting organization, or hyperscaler partner.
• Established executive network across enterprise technology organizations, cloud ecosystems, strategic alliance partners, or enterprise customer communities.

Responsibilities

• Define and execute RapidScale's enterprise new business strategy aligned with long-term revenue growth objectives.
• Lead the organization's enterprise hunting strategy by identifying new markets, strategic customers, and high-value growth opportunities.
• Personally cultivate executive relationships that create new business opportunities and accelerate strategic enterprise pursuits.
• Identify emerging technology trends, customer buying behaviors, competitive threats, and market opportunities that shape RapidScale's future growth strategy.
• Influence executive leadership through market insights, competitive intelligence, financial analysis, and strategic recommendations.
• Build, develop, and inspire a high-performing organization of enterprise sales leaders and hunters focused on sustained new logo acquisition.
• Recruit, develop, and retain leaders who demonstrate a player-coach mentality and actively participate in strategic business development alongside their teams.
• Establish clear expectations that sales leaders actively engage in executive customer relationships, strategic prospecting, and complex enterprise pursuits.
• Build leadership capability through succession planning, leadership development, talent strategy, and organizational design.
• Foster a culture of accountability, collaboration, innovation, continuous improvement, and customer success.
• Partner with executive leadership to evolve RapidScale's enterprise go-to-market strategy and sales operating model.
• Maintain an active executive presence within the marketplace by building relationships with enterprise customers, strategic partners, cloud hyperscalers, and industry leaders.
• Personally support the organization's largest enterprise pursuits by opening executive doors, strengthening customer relationships, and accelerating business development opportunities.
• Drive operational excellence through forecasting discipline, pipeline governance, sales methodology adoption, and scalable business processes.
• Establish performance measures that improve sales productivity, forecast accuracy, pipeline health, customer acquisition, and overall organizational performance.
• Identify barriers to growth and lead cross-functional initiatives that improve sales effectiveness, customer experience, and operational efficiency.
• Build trusted executive relationships with CIOs, CTOs, CISOs, Chief Digital Officers, and senior business leaders across enterprise and strategic customer organizations.
• Personally engage with executive customers, strategic prospects, and cloud alliance partners to accelerate enterprise pursuits and strengthen RapidScale's market presence.
• Serve as executive sponsor for RapidScale's largest and most strategic customer opportunities.
• Represent RapidScale at executive customer meetings, strategic negotiations, industry conferences, partner events, executive briefings, and strategic business forums.
• Build and maintain executive relationships across AWS, Microsoft Azure, Google Cloud, Broadcom VMware, strategic alliance partners, and industry organizations.
• Own revenue growth, bookings performance, forecast accuracy, sales productivity, organizational capacity, and overall business performance for the Enterprise New Business Sales organization.
• Analyze business performance, market trends, financial metrics, and organizational effectiveness to identify opportunities for growth.
• Balance investment decisions, organizational priorities, and market opportunities to maximize long-term business performance.
• Provide executive leadership with actionable business insights, performance trends, and strategic recommendations that support future growth.

Benefits

• The 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, and parental leave.
• health care insurance (medical, dental, vision)
• retirement planning (401(k))
• paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO).

What This Job Offers

• Job Type: Full-time
• Career Level: Director