Sales Executive VI - VMware CSP Acquisition

The Sales Executive VI - CSP Acquisition is responsible for shaping and executing an inorganic growth agenda across strategic partnerships - specifically focused on VMware Cloud Service Providers. This role partners with the business unit leaders to originate, assess, negotiate, and deliver transactions and alliances that accelerate our strategy, strengthen our portfolio, and create longterm shareholder value. Operating at enterprise scope, the role orchestrates crossfunctional workstreams (Finance, Legal, Strategy, Product/BU, HR, Communications) from initial thesis through postclose integration and partnership activation.

Key Responsibilities

• Strategy & Origination
• Lead market scanning and target sourcing (bankers, investors, founders, PE/VC); develop executiveready investment cases with clear strategic rationale and value creation levers.
• Build and maintain relationships with external advisors and key industry stakeholders.
• Partner with Executive leaders LT to define the VMware Cloud Service Provider growth plan aligned to the corporate strategy; maintain a prioritized pipeline of target CSPs, capabilities, and companies.
• Evaluation & Deal Execution
• Proactively identify, qualify, and develop new business opportunities with CSPs to build a robust sales pipeline and drive revenue growth
• Leverage market insights and industry networking strategies to create and maintain a healthy pipeline of prospective CSPs
• Own endtoend transaction execution: preliminary assessments, valuation/modeling oversight, diligence planning, LOI/term sheet development, negotiation, and closing.
• Run crossfunctional diligence with clear scope, timeline, and risk controls; synthesize findings into actionable recommendations and mitigation plans.
• Drive disciplined governance-prepare ELT/Board materials, manage approval gates, and ensure compliance with regulatory requirements.
• Integration & Value Realization
• Partner with business leaders to design an integration strategy for customers and or employees, where applicable: Day1/Day100 plans, and KPIs.
• Track postclose performance vs. deal model; coursecorrect to protect and deliver value.
• Leadership & Team Management
• Mobilize Rackers, through indirect leadership, to create value through Cloud Service Provider transitions; set objectives, coach through complex deals, and cultivate a strong external network.
• Orchestrate crossfunctional accountability across Finance, Legal, Product/BU, HR, and Communications; escalate quickly to clear roadblocks and maintain pace.
• Communications and Stakeholder Management
• Create concise, executivelevel materials (strategy narratives, investment memos, Executive updates); communicate complex topics simply and persuasively.
• Serve as a visible enterprise leader who models our values, builds trust, and drives clarity in ambiguous situations.

Qualifications

• 10+ years of progressive experience in VMware Cloud Service Provider Partnership programs, corporate development or strategy roles, including significant ownership of closed transactions.
• Demonstrated success leading complex strategic partnerships and/or M&A transactions endtoend (origination through integration) at enterprise scale.
• Advanced proficiency in valuation, financial modeling, and deal structuring; strong grasp of accounting, tax, and regulatory considerations.
• Exceptional executive communication and negotiation skills; proven ability to influence Csuite/Board and align crossfunctional teams.
• Experience in technology, cloud, managed services, or software.
• Bachelor's degree required; MBA or related advanced degree preferred. CFA/CPA a plus.

Competencies

• Strategic Agility: Turns market insight into clear theses and executable roadmaps; balances nearterm results with longterm value.
• Deal Excellence: Applies rigorous financial/strategic analysis; manages risk; drives disciplined governance.
• Influence & Communication: Crafts compelling narratives; secures buyin from executives and external stakeholders.

Location & Travel

• US - Remote. Hybrid work with travel (~25-40%) as needed.

EEO Statement & Notes

• Rackspace is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. This job description provides a general summary and is not a comprehensive list of duties. Responsibilities may evolve based on business needs.

CSP-Specific Enhancements

• This role is uniquely accountable for driving strategic initiatives to acquire VMware Cloud Solution Provider (CSP) customers, expand our presence in the cloud ecosystem, and accelerate growth through CSP-focused M&A, partnerships, and alliances.

Additional Key Responsibilities

• Develop and execute strategies to identify, evaluate, and acquire VMware CSP customers globally, ensuring alignment with Private Cloud growth objectives.
• Establish and nurture strategic partnerships with CSP ecosystem players.
• Lead negotiations and deal structuring for VMware CSP-related acquisitions, alliances, and investments, focusing on customer onboarding and accelerated revenue realization.
• Collaborate with Sales, Product, and Marketing teams to design CSP-specific offerings and value propositions.
• Monitor VMware CSP market trends and competitive landscape to inform strategic decisions and maintain leadership position.
• Drive integration plans for VMware CSP acquisitions, ensuring seamless onboarding and rapid CSP customer adoption

Additional Qualifications

• Proven experience in cloud business models, CSP programs, and subscription-based revenue strategies.
• Strong network within the VMware CSP ecosystem and ability to influence senior stakeholders.
• Track record of executing strategic partnerships and acquisitions in the cloud domain.
• Deep understanding of VMware licensing, compliance, and customer lifecycle management.
• Ability to translate CSP market insights into actionable corporate development strategies.

Additional Performance Metrics

• Number of CSP customers acquired and integrated.
• Revenue growth and margin contribution from CSP-focused deals.
• Speed of CSP customer onboarding and transition success

Rackers thrive in fast-paced environments built to inspire learning, growing, and innovating.

They are mission-inspired, values-grounded, culture-focused, and dedicated to making a positive impact in everything they do.

Rackers are inherently wired to solve problems and share ideas in small, nimble teams.

As experts in what they do, Rackers are serious about delivering a Fanatical Experience to our customers.

Rackers are valued members of a winning team on an inspiring mission and we want you to join the Racker family!

Find your fanatical. We deliver the best customer experience in the industry to businesses that perform life-saving research, power cities, and feed millions.

Come as you are. Cultivating inclusion is not just the right thing to do, it enables us to win. Our Executive Inclusion Council and Racker Resource Groups (RRGs) partner to enable an inclusive workplace and drive initiatives such as Rackspace's participation in the annual Texas Conference for Women.

Satisfy your curiosity. No matter where you are going, we can help you get there. Our internal learning department, Rackspace University, provides training and development to Rackers - from Microsoft certifications to effective leadership training - our goal is to help you grow.

Make a difference. At the core of every Racker is a drive to leave the world better than we found it, and we are passionate about giving back to our communities across the globe. While Rackers can leverage paid volunteer time off for any cause, our Rack Gives Back program creates opportunities for Rackers to give their time and talent to others.

Live life completely. We offer a well-rounded suite of health and wellness programs that help our Rackers achieve a healthy and balanced lifestyle. So while our Rackers are busy taking care of our customers, we take care of our Rackers.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.