Sr. Account Director

at  Digital Realty

WHAT YOU’LL NEED

• Educated to Bachelors/Masters Level preferred
• Significant sales experience
• Winning complex international deals
• Working with Global Hyperscale USA headquartered organizations
• Experience in International data center / telco / network industry
• Excellent organizational, financial, communication and time management skills
• Fluent in English, both in writing and orally.
• Ability and willingness to travel
• Experience of selling internationally

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 Regional Sales Lead – EMEA works with the lead Client Executive(s) in executing the overall global account strategy for one of Digital Realty’s key global accounts in collaboration with Regional teams in Europe, Asia, and Americas. The Regional Sales Lead- EMEA implements effective sales strategies, maintains successful long-term business relationships with key decision-makers and influencers, and leverages DLR’s assets to expand existing business and new business.

WHAT YOU’LL DO

• Plan, build, and maintain relationships with key partners in assigned accounts
• Facilitates customer relationships to ensure timely resolution of customer issues
• Conducts quarterly business reviews with customers to identify and develop new selling opportunities
• Leads and drives coordinated sales approach with the extended sales team
• Collaborates with global sales team to sell global product suite
• Understands business drivers of accounts and has experience with developing strategic alliances
• Research and documents detailed understanding of customer business and organizational landscap
• Contribute to the global account plans
• Identify customer’s business needs, challenges, and technical requirements to match to Digital Realty’s solutions
• Sell full suite of product offerings to include global footprint
• Facilitate customer contract renewals and negotiations to protect revenue
• Utilize internal resources to understand customers contractual obligations around notice periods and renew terms
• Actively monitor and maintain status of opportunities in SFDC and Clari, following the principles of forecasting
• Provide accurate forecasts
• Utilize available tools to prospect and use account strategy plans
• Lead commercial offer and contract negotiations, using internal resources as needed to obtain best commercial terms possible
• Understand commercial levers to make initial recommendations on deal structure
• Partners with sales leadership to present at regional deal review

ADDITIONAL DUTIES AND 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.
• Experience in Channel Sales and Alliance Partnering
• Understanding of the European & Africa markets, geographies, culture and dynamics
• Proven ability to articulate clear value propositions and negotiate complex agreements in multinational settings