Director, Sales Management

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