Account Director - Sales & Strategy
Digital Realty

Position Title: Account Director - Sales

Location: St. Louis, MO

Your role

Sales Director sells Digital Realty's solutions primarily to new accounts within a complex scope. Focus on larger domestic and global accounts. Leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.

What you'll do

• Viewed as an expert in the field with wide-ranging experience
• Uses professional concepts and company objectives to resolve complex issues in creative and effective ways
• Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors

Prospecting

• Partners with other Sales stakeholders to strategize and lead sales opportunity qualification
• Pursues highest propensity prospects with no current revenue and fills the funnel with opportunities while pitching prospects primarily at C-level and leveraging industry contacts and partners
• Actively prospects account base to sell global platform and achieves exports outside of country
• Builds relationships with key stakeholders at prospect companies
• Utilizes available tools to prospect new opportunities

Leverage Internal & External Partners

• Leads sales approach with the extended sales teams and external partners
• Collaborates with global sales team to sell global Digital Realty platform
• Demonstrates consistent cross region exports
• Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate new accounts
• Networks with key contacts outside own area of expertise

Account Planning

• Researches and documents detailed understanding of customer business and organizational landscape on high priority prospects
• Exercises judgement in selecting methods, techniques and evaluation criteria for obtaining results
• Effectively transitions account to Development Account Manager, maintaining customer satisfaction to ensure future revenue growth

Solution Selling

• Responsible for large, complex, high visibility, strategic, or tactically important accounts
• Identifies customer's business needs, challenges, and technical requirements to match to Digital Realty's solutions in partnership with Sales Engineers (SEs) and Sales Architects (SAs)
• Leading delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs and persona
• Proven proficiency of Digital Realty's product set and solutions
• Sells full suite of Digital Realty's offerings to include global footprint and achieves exports
• Leverages external partners to drive solution development in new areas/prospects

Pipeline Management

• Actively monitors and maintains status of opportunities in SalesForce and Clari Database, following the principles of forecasting while using wide-ranged advanced experience to resolve complex issues

Territory Planning

• Prioritizes list of prospects for short and long-term pursuit to achieve assigned sales objectives
• Provides accurate forecasts
• May focus on a particular geographical territory or specific target accounts within a dedicated sector

Negotiation

• Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain the best commercial terms possible
• Understands commercial levers and problem solves to make initial recommendations on deal structure
• Partners with Sales leadership to present at regional deal review

Mentorship / Lead

• Determines methods & procedures on new assignments; may coordinate project work for others
• Mentors teammate sellers, or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices

What you'll need

• Bachelor's degree and/or 8-10+ years of related experience or equivalent work experience

A bit about us

Digital Realty supports the world's leading enterprises and service providers by delivering the full spectrum of data center, colocation and interconnection solutions. PlatformDIGITAL®, our global data center platform, gives customers a reliable foundation for scaling their digital business and efficiently managing data gravity challenges. The size and scale of our business puts us in a unique position to offer customers access to 300+ facilities in 50+ metros across 25+ countries and six continents.

A bit about our Digital team

Sales

Our Sales team is at the sharp end of our business, securing new customers from network and cloud service providers through to all kinds of major global and regional enterprises and local businesses. We help identify the objectives of our customers and enable them to succeed by combining our strategic knowledge of the industry, technical knowledge of our global data center platform, PlatformDIGITAL®, with our ability to develop strong partnerships.

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.

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