Principal Cloud Account Executive - Strategic Pursuits (RapidScale)

Cox Communications
$126,000.00 - $210,000.00 / yr
parental leave, paid time off, paid holidays
United States, California, Lakeside
May 22, 2025
At RapidScale, exceptional technology is powered by exceptional people. As a growing leader in secure, reliable managed cloud solutions, we help SMBs and enterprises alike simplify IT and unleash innovation. With a broad portfolio spanning AWS, Azure and Google to a full set of Private Cloud and Cybersecurity solutions, RapidScale helps companies turn technology into their biggest competitive advantage. As part of the Cox family of companies, we offer best-in-class benefits, a commitment to work-life balance, and an award-winning workplace experience. Are you a driven hunter with a passion for landing large, complex enterprise cloud deals? As a Principal Cloud Account Executive-Strategic Pursuits, you'll lead the charge in identifying, pursuing, and closing RapidScale's most strategic net-new opportunities. This role is built for a top performer who thrives on creating new relationships, breaking into tough accounts, and driving transformative IT outcomes through multi-cloud managed services. Your ability to prospect, influence the C-suite, and close high-value contracts sets you apart. What You'll Do As a Principal Cloud Account Executive-Strategic Pursuits, you will serve as a lead business development executive for enterprise cloud managed services. You'll focus on net-new logo acquisition, deepen strategic partnerships, and represent RapidScale's capabilities at the highest levels. Key responsibilities include: Net-New Business Development: Identify, pursue, and win net-new enterprise clients with complex cloud managed service's needs. Target companies with $500M-$5B+ in revenue and drive multi-year recurring revenue opportunities. Strategic Sales Execution: Own the full sales lifecycle for enterprise cloud deals with total contract values exceeding $10+ million. Execute a disciplined, account-based sales strategy that emphasizes value creation, executive alignment, and win planning, including surfacing and shaping opportunities around generative AI, machine learning, and data modernization Executive Engagement & C-Suite Influence: Build and maintain trusted relationships with CIOs, CTOs, and other senior stakeholders. Guide strategic conversations that connect RapidScale solutions, including AI/ML and data-driven innovation, to growth, cost efficiency, and compliance outcomes. Complex Deal Structuring: Lead multi-party negotiations and structure sophisticated managed services contracts spanning cloud infrastructure, modernization, security, and compliance. Work cross-functionally with legal, finance, and delivery teams to close high-quality deals. Cloud Ecosystem Collaboration: Accelerate pipeline and reach by co-selling and partnering with hyperscalers (AWS, Azure, Google Cloud). Leverage joint go-to-market programs, incentives, and technical teams to improve win rates. Pipeline Leadership & Forecasting: Maintain a strong pipeline of strategic enterprise opportunities, with disciplined forecasting and funnel management. Thought Leadership & Market Presence: Represent RapidScale at executive briefings, customer innovation sessions, and industry conferences. Share insights on evolving trends and help position RapidScale as a differentiated cloud partner. Cross-Functional Leadership: Collaborate with product, architecture, marketing, and delivery teams to build compelling solutions and ensure a seamless transition from sales to implementation. Minimum Qualifications Experience & Education: Bachelor's degree and 10+ years of enterprise sales experience. The right candidate could also have a different combination, such as a master's degree and 8 years' experience; a Ph.D. and 5 years' experience or 14+ years enterprise sales experience. Enterprise Sales Performance: Experience selling to and influencing executive stakeholders in large enterprise accounts ($500M-$5B+ revenue), with demonstrated c-suite gravitas and executive presence. Hunter Mindset: Experience identifying, developing, and closing net-new enterprise accounts with long-cycle, high-value pursuits. Multi-Cloud: Experience across Private Cloud and Public Cloud environments, with a strong track record of structuring and closing complex hybrid multi-cloud enterprise deals in large-scale organizations. Complex Deal Experience: Demonstrated ability to lead and close enterprise cloud deals exceeding $10-50+ million in total contract value. Travel: Willing and able to travel up to 35-40% for executive meetings, on-site workshops, and industry events. Preferred Qualifications Familiarity with enterprise AI/ML workloads and how organizations are leveraging generative AI, large language models, and data platforms to transform operations and drive innovation. Deep understanding of cloud infrastructure, IaaS, PaaS, containerization, security, and compliance frameworks. Certifications such as AWS Solutions Architect, Azure Solutions Architect, or Google Cloud Professional Cloud Architect are preferred. Established executive network and relationships across enterprise verticals. Experience with co-selling and GTM programs via AWS, Azure, or Google Cloud. Familiarity with key industries such as Healthcare, Financial Services, SaaS, or Retail. Skilled in navigating matrixed organizations and building alignment across diverse business and technical stakeholders. USD 126,000.00 - 210,000.00 per year Compensation: Compensation includes a base salary of $126,000.00 - $210,000.00. 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. 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. Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship. In California, we will consider non-driving candidates who use alternate means of transportation in accordance with applicable law. Application Deadline: