Director, Market & Business Development

The Service Provider and Market Development (SPMD) team is a market and customer centric team of professionals, who identify new target markets and work closely with strategic service provider customers to expand our reach and develop rich connectivity ecosystems. We play an integral role to increase the attractiveness of PlatformDIGITAL and accentuate our value proposition.

SPMD plays a critical role interacting with relevant global and regional cloud, network, content and managed services providers in identifying new markets and building existing market ecosystems. Digital Realty’s strategy is to build leading connected data communities to provide maximum value to both our customers and shareholders. The SPMD team focuses on bringing strategic capabilities and customer/partner solutions to our datacenters which act as the foundation to attract and grow our platform. 

The Director Market and Business Development role is a key contributor, driving our new market entry analytics and process in the region as well as developing business with a targeted set of strategic “magnetic” customers such as International Carriers, Local Carriers, ISPs, CDNs, MNOs, and Internet Exchanges.

What you’ll do 

•    Communicate DLR’s value proposition and vision for the new market to internal colleagues and external customers/partners. 

•    Support Investment team in the due-diligence and transaction stages of an Acquisition by providing customer and market insights.

•    Provide input to Business Case/Investment Committee memo for market entry, specifically related to strategic rationale, go-to-market strategy, connectivity approach, pricing, sales pipeline and fill rate.

•    Assess market trends, translate strategic opportunity and lead team and cross-functional initiatives

•    Drive and inform market planning and business cases to ensure the timely availability of solutions in the right markets

•    Set the long-term goals and objectives for assigned strategic service provider accounts, 

•    Achieve the goals and objectives by both planning and orchestration with other members as well as own business development activities to achieve these 

•    Definition of metrics and measurement of success

•    Tracking and reporting on progress against objectives

New Market Development

•    Contribute to the success of DLR’s expansion into new North and South American markets by developing and executing effective go-to-market strategies for specific new cities.

•    Conduct market development activity before and after data center is built / acquired.

•    Identify, build, and maintain relationships with key customers, suppliers and partners that will enhance DLR’s ability to successfully establish communities of interest in new markets. 

•    Communicate DLR’s value proposition and vision for the new market to internal colleagues and external customers/partners. 

•    Support Investment team in the due-diligence and transaction stages of an Acquisition by providing customer and market insights.

•    Provide input to Business Case/Investment Committee memo for market entry, specifically related to strategic rationale, go-to-market strategy, connectivity approach, pricing, sales pipeline and fill rate.

Programmatic and Customer led business development

Customer strategy and business development

•    Build account strategic plan(s) in close cooperation with sales for subset of strategic accounts

•    Develops go to market strategy plans for the prioritized and assigned subsegment accounts

•    Sets mid to long term goals and objectives for specific accounts

•    Orchestrates capital and human resources across business functions to drive long term business results

•    Understands the competition, capabilities and approach to effectively compete

•    Drive solutioning (e.g. product positioning, value proposition)

•    Create, develop and evolve compelling value propositions for chosen sub-segments and customers 

•    Support sales in developing and closing strategic opportunities

What you’ll need 

•    Intimate understanding of the customer’s business strategy, products, applications

•    Understanding of Network Service Provider and OEM/Technology industry: language, technology deployed, problems, strategies, workflows, value chain, infrastructure and business requirements. 

•    Access to network of contacts of industry experts, customers, suppliers, partners at influencing and decision-making level 

•    Ability to carry on credible conversations with executives and specialists within the customer on infrastructure technology, data center and network infrastructure planning

•    Proven ability to articulate clear value propositions and negotiate complex agreements in multinational setting

•    Bachelor's degree; MBA a plus

•    Significant business experience in a technology company, ideally in the Wholesale Telecom / Data Centre / Internet provider / content distribution segments.

•    Able to persuade and influencing; making a strong personal impression on others and projecting credibly, gaining clear agreement and commitment from others. 

•    Able to promotes ideas on behalf of self or others, expressing opinions, information and key points of an argument clearly, responding quickly to the needs of an audience and their reaction and feedback

•    A strong team player. Able to establishes good relationships with customers and staff, building wide and effective networks of contacts insider and outside the organization, relating well to people at all levels

•    Multilingual capabilities a plus

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.