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Digital Realty
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Business Development

Account Director - Enterprise Solutions

  56 marietta street nw, Atlanta

POSITION: Enterprise Account Manager – Jacksonville/Orlando, Florida or Atlanta, Georgia 

Opportunity Snapshot

Do you enjoy digging deep to really understand your customer’s vision along with their unique situation and challenges?  The Enterprise Account Manager role will own putting things together in new and creative way to best solve your customer’s most pressing needs. This individual will find mutually beneficial solutions wherever you can and enjoy collaborating with others.

This role is a tremendous opportunity for an acquisition/hunter sales professional to work on the cutting-edge of the data center industry selling our products and services to a targeted list of global accounts headquartered in your specific market area. You’ll join a team of Enterprise Account Executives to develop a book of business and build a lucrative career. With our growth in this market, we anticipate future opportunities for our proven players. 

The Role

As an Enterprise Account Manager, you will be responsible for accelerating Digital Realty’s growth by acquiring and developing new accounts in the enterprise sector with account prospects that have greater than $50 million in annual revenue headquartered in your specific market area. This is a new account/logo acquisition role.

You will focus exclusively on sales and selling and build a strong book of business from the ground up.  You may gain a few current accounts, but the majority of your business will be new account acquisition and self-generated. You’ll have a team behind you, including exceptional Sales Support Engineers, Solution Architects, Business Development Reps, Channel Partners and a Marketing/Events team, and will be responsible for all aspects of the selling process, including: cold calling, face-to-face meetings, networking, presentations, proposal creation, and closing business.  You will coordinate all facets of the customer experience including interactions between customers, operations, property managers, chief engineers and datacenter engineers, with the intention of closing sales, generating significant income and supporting ongoing relationships.
 
A successful Enterprise Account Executive will execute on the following:

Primary Responsibilities / Territory Planning

  • Primary focus on a minimum of 100% retirement of quarterly sales bookings
  • Accountable to drive new account/logo and new bookings acquisition via territory plans
  • Develops account plans for targeted prospects by prioritizing and actively managing and updating them over time
  • Develops and executes against a comprehensive account-based/territory plan leveraging internal resources (Business Development Reps, Field Marketing, etc.)
  • Aligns with strategy and communication plan with Channel & Alliance partners (Agents, Resellers, Referral, Real Estate Brokers, etc.)
  • Drives a coordinated sales approach with the extended sales team (Business Development Reps, Field Marketing, Sales Engineers, Solutions Architect, etc.)
  • Respond in a timely manner to all inbound leads. Leads can come as direct referrals and through industry-specific channels such as brokers, consultants, and telecom and systems integrators.
  • Develop proposals and the associated preparation / presentation of literature.
  • Regularly interact with the Asset and Property team regarding colocation property.
  • Negotiate deals and contract business terms and conditions with customers, staying in line with the parameters provided by Digital Realty management.
  • Present basic engineering principles in relation to power and cooling.
  • Plan preliminary design, presentation and evaluation of customer solutions including capital budgeting, operational detail and scheduling of proposed projects. 
  • Understand and use the vernacular of real estate and technology.
  • Clearly present deal business terms and operational considerations to management.
  • Attend major industry trade shows and functions as determined by management

 

Solution Selling

  • Clearly articulates the value proposition of Digital Realty, while promoting the holistic vision of platformDIGITAL translated into value proposition and solution-based selling by differentiating product offerings from those of our competitors
  • Ensures implementation and adoption of solution selling skills utilizing sales tools and resources (DGx, PDx, Client Worksheets, etc.) in daily routines and meetings
  • Aligns and works with Sales Engineers, Solution Architects, and other internal resources to create solutions and value proposition being laid out for key, complex opportunities
  • Thinks globally and acts locally while actively closing opportunities (exporting) to other global regions

Forecasting & Pipeline Management

  • Provides accurate forecasts on weekly cadence to regional/district sales vice president
  • Regularly update notes, next steps and forecast your sales activities to management through our CRM software.
  • Regular weekly 1:1 cadence for pipeline reviews; reporting pipeline and deal status

The Requirements

The ideal candidate for the Enterprise Account Executive will have ten or more years of consultative sales experience, preferably in data colocation, telecom, Software as a Service (SaaS), or a similar, transferable field.  You should also be familiar with the local area. 
 

  • A bachelor's degree from a four-year college or university and at least four years of related experience and/or training (preferred).
    • In lieu of a BA/BS degree, you must have four (4) or more years of related experience to qualify for this role.
  • The proven ability to negotiate and close transactions. 
  • Outstanding account hunting and account penetration skills. 
  • The ability to effectively present value propositions for product sets, independent of pricing. 
  • The skill to discuss and design data center / colocation concepts 
  • The ability to cold-call and generate meaningful opportunities
  • Polished presentation skills and the ability to respond to questions from groups of customers, managers and the general public 
  • Strong verbal and written communication skills and public speaking skills
  • A high level of commitment to achieving quarterly bookings targets 
  • A teamwork orientation and the ability to work with internal operations, finance and management.
  • An understanding of basic lease terms
  • Advanced MS Word, PowerPoint and salesforce.com or similar CRM 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 290 facilities in 50 metros across 26 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.

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 offers a highly competitive compensation package, excellent benefits, and an environment that recognizes and rewards your contributions.

 

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 cares about the health and safety of its workforce, customers, and vendors. Digital Realty encourages all new hires to be fully COVID-19 vaccinated by their start date. Employees who are not fully COVID-19 vaccinated may need to comply with our weekly COVID-19 testing requirements if required per your job requirement, work location and customer obligations, subject to applicable workplace accommodation requirements

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.

Want to know more about this position?

Get in touch with:

Natalie Lucas

Natalie Lucas

Recruiter

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