Director, Sales Management

Your role 

To provide a commercial, central point of contact for a named set of customers to leverage a uniform approach to the selling of products and services to end-customers and ongoing account relationship management. He/she will also be responsible for liaising with colleagues in Global sales, Marketing and the multiple Teams to ensure full support for a complete go to market sales effort aligned to agreed key areas of opportunity within the international connectivity sales and account strategy. 

What you’ll do 

Territory Planning

• Develops and executes against a comprehensive account/territory plan leveraging internal and external (partner) resources 
• Holds team accountable to drive territory plans and account plans for key customers 
• Allocates accounts to ensure optimized productivity 
• Partners with regional Sales Ops in annual quota setting process to set territory goals 
• Grows and optimizes headcount and resources in country for Go-To-Market strategy 
• Conducts internal Quarterly Business Reviews, measuring performance against pre-established business metrics 

Forecasting & Pipeline Management

• Achieves and exceeds assigned sales targets 
• Provides accurate forecasts on regular cadence to senior leadership 
• Ensures operational discipline of team to meet forecast, following the principles of forecasting 

Build Customer Relationships & Drive Opportunities

• Plans, builds, and maintains long-term relationships with key accounts 
• Drives team to hold quarterly customer business reviews, workshops and executive briefings with key customers 
• Facilitates key customer relationships to ensure timely resolution of escalated customer issues 
• Lead technical and product conversations with strategic accounts, present at customer and partner briefings, industry events and internal reviews 
• Coaches on and approves solutions and value proposition for key, complex opportunities 

Leverage Internal & External Partners

• Drives strategy and communication plan with external partners at Executive level (Reseller, Platform, etc.) 
• Drives a coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architects, Customer Care, Sales Operations, etc.) 

People Management & Coaching

• Provides leadership and direction to the team for defining and executing on their territory plans 
• Coaches team and managers to enhance on-going skills development and selling behaviors; shares and models best practices with broader team 
• Lead team in demonstrating advanced platform capabilities and use-cases 
• Create spirit of collaboration, evangelism, and engagement with sales teams, across the region, and with leaders throughout the company 
• Drives accountability for the performance and results 
• Agent of change, champions the adoption of new processes, selling practices, go-to-market strategy 
• Owns and manages all escalations to senior leadership for critical matters 
• Ensures team adoption of relevant tools available for more efficient business management

New Clients & Existing Clients 

• Pro-actively target and pursue new customers via identified segments 
• Build relationships and attract new customers to Digital Realty 
• Attract additional business to Digital Realty data centers from existing customers 
• Maintain relationship and protect revenue

Sales Process

• Manage the international sales process from engaging and managing customers and the subsequent “lead to close” process
• Maintain up to date and accurate information on sales activity in Salesforce.com.
• Develops, maintains and updates opportunity and account plans 
• Commercialize leads generated by marketing and partner channels
• Execute contract negotiations for designated (new and existing) international customers 
• Conducts commercial negotiations within predefined ranges for new accounts and contract renewals, in line with set guidelines 
• Conducts negotiations on other elements (e.g. SLA’s and liabilities) for new contracts and contract renewals, with appropriate input from Operations and/or Legal 
• Prepares for and attends appropriate industry events (globally)

General tasks (applies to both existing and new clients)

• Create, build and maintain relationships with identified customers (attract new + develop existing accounts)
• Pro-actively approach prospects (and existing customers) to explore new business opportunities
• Build and maintain a company-wide account team (across geographies and functions) to best support customer/prospect
• Act as a central point of contact for all non-operational customer issues working closely with assigned Customer Relationship Manager 
• Safeguards consistency in approach from Digital Realty towards customers 
• Develops, maintains and updates account plans where appropriate 
• Co-ordinates and holds periodical business review meetings (both internal and external)
• Keeps him/herself up to date with all relevant industry information/issues
• Acts as an escalation option for local account managers (payment issues, incidents, etc)

What you’ll need 

• Bachelor/Master degree with significant sales experience of selling globally Industry Knowledge
• Ability to develop and execute a comprehensive sales strategy aligned with business/regional goals and market conditions
• Eager to win and create new business and obtain customer satisfaction (hunter type)
• Consultative selling, Lead Generation, Stakeholder Management and Negotiation skills (creative in solutions, but protect company’s interest)
• Collaborative personality (work with colleagues globally)
• Fluent in English and outstanding communication skills, written and verbal
• Ability and willingness to travel 

A bit about us

Digital Realty brings companies and data together by delivering the full spectrum of data center, colocation and interconnection solutions. PlatformDIGITAL®, the company's global data center platform, provides customers with a secure data meeting place and a proven Pervasive Datacenter Architecture (PDx™) solution methodology for powering innovation and efficiently managing Data Gravity challenges. Digital Realty gives its customers access to the connected data communities that matter to them with a global data center footprint of 300+ facilities in 50+ metros across 25+ countries on six continents. 

To learn more about Digital Realty, please visit digitalrealty.com or follow us on LinkedIn and Twitter.

What we can offer you

Our rapidly evolving business sector offers the opportunity to be part of a courageous and passionate team who work together to understand and meet the changing needs of our global customers. 

Join us and you’ll be part of a supportive and inclusive environment where you can bring your whole self to work. As part of our team, you’ll get to work with people from different business areas, challenge the way we do things and put your ideas into action. We’ll also give you plenty of development opportunities so you can build a rewarding and successful career with us. 

Our Compensation Philosophy

Digital Realty offers its employees a highly competitive compensation package, excellent benefits, and an environment that recognizes and rewards your contributions. Central to our compensation philosophy is rewarding our employees for achieving the values and objectives aligned to the company's overall goals and values.

This is an exciting time to join our business so apply now and make your mark on our future.

Notes:

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.

Digital Realty is an equal opportunity employer, EOE/AA/M/F/Vets/Disabled.  All applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability or protected veteran status, or other status protected by law or Company policy.

Digital Realty is a publicly traded company (NYSE: DLR) with investment grade ratings from all three major ratings agencies.

Please do not forward unsolicited resumes to any employee of Digital Realty and its subsidiaries. Digital Realty is not responsible for any fees related to unsolicited referrals.