Your role
The role of the Country Business Manager is responsible for managing the local relationships with his/her portfolio of Global/Regional Accounts. The role operates under the general guidance of both local Sales Management and the EMEA Regional Account and works across functions locally. The assigned account portfolio consists of local operations of the company’s Global/Regional Accounts. Customer facing, with contact to all decision maker levels
This role is assigned per Country to proactively manage and progress local execution of in-bound opportunities of and relationships with a portfolio of Global/Regional Accounts, providing ongoing account management coordination to Global/Regional Account Owners locally. To act as the interface between local and regional sales and local operations, in order to help maintain and grow customer revenue and ensure quality and consistency in customer experience.
Responsibilities
Actively relationship manage assigned local portfolio of existing Global/Regional Accounts
- Country Business Managers (CBM) are focused on local and inbound deployments for their country
- A single point of contact for and work with Account Owners to coordinate activities around inbound opportunities
- Actively build and maintain local customer relationships with key decision makers through the facilitation of client meetings/networking and Data Center tours
- Collaborate with Global/Regional Account Managers/Directors and local (Sales & Marketing) Management to agree local account and relationship management targets and KPI’s
- As and when required, undertake business reviews to develop understanding of local customer needs and/or issues, to ensure customer satisfaction with service levels
- Serve as interface between Regional Sales and local Implementation/Operations and as customer point of contact locally for non-operational issues, to provide consistent customer experience
- Resolve and, when necessary, escalate areas of concern raised by assigned accounts to Account Owners
- Provide regular and ad-hoc account reporting as required
- Provide input to Regional Sales/Business Management and to Region Account planning and drive local execution
Proactively help maintain and grow customer revenue
- Monitor local business performance against agreed commercial terms and service level agreements, reporting and flagging potential deviances and risks to Regional Account Owners and local Sales Management
- Proactively provide Regional Account and Business Management with local commercial and operational insights and intelligence (e.g. market pricing, competition, regulations), flag and help qualify customer growth, product and expansion opportunities
- Support the Regional Account Owner and Regional Business Management in the pursuit (design and propose) and contracting stages of new business and up/cross sales opportunities, generating local proposals and quotes (CBM leads where delegated by the Regional Account Director)
- Support the Regional Account Manager/Director in the generation of service agreements and in the ongoing administration of existing contracts to maximize their value
- Where delegated by the Account Owner, directly engage with customers for reactive transactional sales
- Help achieve local run rate revenue retention and growth
- Support Account Owner to maximize probability to win deal
Ensure proper information maintenance
- Maintain up to date and accurate information on all local customer activity in Salesforce.com.
- Ensure Regional Account Owners are aware of any changes and opportunities locally within assigned accounts
- Collaborate with EMEA Business Management to ensure best practices functional process consistency
- Identify and communicate to Global / Regional Account Leads of new opportunities at a local level
- Share local knowledge and insight e.g. market pricing, competition, regulations and other local insights etc.
Requirements
- >3 years work experience and track record of delivering results in CRM role from within the Data Center or related industry
- Fluency in local and English language, both written and spoken
- Degree required; University Degree in IT, Engineering or business studies
- Ability to self-start, self-motivate, self-sustain, self-improve and work independently
- Excellent interpersonal and communication skills, verbal and written (on different levels)
- Excellent relationship management skills
- Pro-active multi-level relationship and stakeholder manager, collaborative personality
- Ability to effectively operate and interact cross-functional at multi level
- Pro-active attitude
- Customer/business focus
- Ability and eagerness to develop understanding of the customer business and IT strategy and infrastructure
- Ability to act as trusted partner
- Natural focus on customer satisfaction
- Experienced working with and navigating a CRM tool; Salesforce.com experience a plus
- Proven ability to work well as part of an extended sales team
- Ability to analyze multiple requests for support and prioritize appropriately
- Ability to operate in a fast moving, team-oriented, collaborative environment with strict deadlines
- Further European languages would be advantageous
A bit about us
Interxion: A Digital Realty Company, is a leading provider of carrier and cloud-neutral data centre services across EMEA. With more than 700 connectivity providers in over 100 data centres across 13 European countries, we are at the heart of the internet – powering finance, communication, healthcare, creativity, entertainment, life. As part of Digital Realty, our customers now have access to 49 metros across six continents. We’ve 2,800+ colleagues around the world who work together, come up with life-changing solutions and create connections that matter every day.
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.
