Senior Director, Large Deal Manager

at  Digital Realty

WHAT YOU’LL NEED

• Educated to Bachelors/Master’s Level preferred
• 7+ years sales experience
• Winning large, complex international deals
• Working with Global Hyperscale USA and APAC (Asia Pacific) headquartered organizations
• Experience in International data center / telco / network industry
• Excellent organizational, financial, communication and time management skills
• Customer/business focus
• Eager to win and create new business and obtain customer satisfaction (hunter type)
• Multi-level seller and relationship builder
• Understand that one of our values is “to be easy to do business with”
• Negotiation skills (creative in solutions, but protect company’s interest)
• Excellent relationship skills
• Collaborative personality (work with colleagues across the globe)
• Have sense for informal structures
• Sell external (customer) and internal (own organization)
• Balance group and individual country interest
• Passionate about international business
• Mid-term and long-term focus and horizon
• Outstanding communication skills, written, verbal and interpersonal
• Ability and willingness to travel
• Experience of selling globally

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.

YOUR ROLE

The Scale Principle is responsible for driving Digital Realty’s scale business with the Global Accounts in the defined region. The Global Account Director partners with the lead Client Executive(s) to execute the overall account strategy. The Global Account Director quarterbacks scale opportunities internally and with the Global Accounts partnered with the Client Executives.

WHAT YOU’LL DO

• Partner with Global Account Client Executives to understand account priorities, strategy, and opportunities. Close alignment to define and execute an action plan for each account.
• Develop relationships with key customer contacts responsible for scale data center capacity
• Optimize customer buying process by understanding customer processes/requirements, effectively working through internal Digital Realty processes, and providing timely technical and business documentation to the customer
• Achieve above market returns through successful customer business negotiations
• Provide consistent message to Global Accounts on inventory availability, capacity delivery timelines, and demand for specific capacity
• Work with Digital Realty Sr management to set priorities for capacity and resolve conflicts from multiple interested parties
• Effective business planning and execution with Digital Realty JVs (Joint Venture) in region
• Develop deep understanding of Digital Realty contracts and negotiation positions to properly set customer expectations
• Be the “go to” subject matter expert for the Global Account team on all scale inventory in the defined region
• Work closely with the regional Portfolio leadership to coordinate opportunities, scale developments, and strategic targets for returning scale inventory
• Accurately forecast and update scale opportunities in SFDC across the Global Accounts in the defined territory

ADDITIONAL RESPONSIBILITIES

• Assumes special projects and assignments as directed by the Sales Leadership
• Demonstrable and solid understanding of direct and indirect sales and the Data Center industry
• Well networked individual with companies (globally) in the colocation industry.
• Understanding of the market, geographies, culture and dynamics
• Proven ability to articulate clear value propositions and negotiate complex agreements in multinational settings