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Global Account Director, Regional Lead

  Singapore
Position Title: Global Account Director, Regional Lead
Location: Singapore

Position Title: Global Account Director, Regional Lead

Location: Singapore

Your role 

The Global Account Director works with the lead Client Executive(s) in executing the overall global account strategy for one or more of Digital Realty’s key global accounts in collaboration with Regional teams in Europe, Asia, and Americas. The Global Account Director implements effective sales strategies, maintains successful long-term business relationships with key decision-makers and influencers, and leverages DLR’s assets and to expand of existing business and new business in wholistic fashion for sell to, with, and thru (Alliance).

What you’ll do 

  • Plan, build, and maintain relationships with key partners in assigned accounts
  • Facilitates customer relationships to ensure timely resolution of customer issues
  • Conducts quarterly business reviews with customers to identify and develop new selling opportunities
  • Leads and drives coordinated sales approach with the extended sales team for sell to, with, and thru (Alliance)
  • Leads the orchestration of our sell to, with, and thru (Alliance) approach to execute on strategic plan 
  • Collaborates with global sales team to sell global product suite
  • Demonstrates consistent cross region exports
  • Understands business drivers of accounts and uses strategic alliances and reseller partners to penetrate accounts
  • Owns the Regional relationships and provides ongoing pre and post sales engagement.
  • Provides the Regional Point of Escalation and orchestrates the appropriate resources to resolve the issues
  • Research and documents detailed understanding of customer business and organizational landscape
  • Contribute to the global account plans 
  • Identify customer’s business needs, challenges, and technical requirements to match to Digital Realty’s solutions 
  • Sell full suite of product offerings to include global footprint with a focus on Edge (sub-2MW ecosystems)
  • Facilitate customer contract renewals and negotiations to protect revenue
  • Utilize internal resources to understand customers contractual obligations around notice periods and renew terms 
  • Actively monitor and maintain status of opportunities in SFDC, following the principles of forecasting
  • Provide accurate forecasts
  • Utilize available tools to prospect and use account strategy plans
  • Lead commercial offer and contract negotiations, using internal resources as needed to obtain best commercial terms possible
  • Understand commercial levers to make initial recommendations on deal structure
  • Partners with sales leadership to present at regional deal review
  • Assumes special projects and assignments as directed by the Sales Leadership
  • Demonstrable and solid understanding of direct and indirect sales and the Data Center industry
  • Well networked individual with companies (globally) in the colocation industry.
  • Understanding of the USA, APAC and European market, geographies, culture and dynamics
  • Proven ability to articulate clear value propositions and negotiate complex agreements in multinational settings
  • Understands the sell to, with, and thru (Alliance) go to market model
  • And many more…

 

What you’ll need

  • Educated to Bachelors/Masters Level preferred
  • 7+ years sales experience
    • Winning large, complex international deals 
    • Working with Global Hyperscale USA and APAC headquartered organizations
  • Experience in International data center / telco / network industry 
  • Pro-active, attitude 
  • “Can do” mentality, roll up sleeves 
  • Customer/business focus
    • Eager to win and create new business and obtain customer satisfaction (hunter type)
    • Multi-level seller and relationship builder
    • Understand that one of our values is “to be easy to do business with” 
    • Negotiation skills (creative in solutions, but protect company’s interest)
  • Excellent relationship skills
    • Collaborative personality (work with colleagues across the globe)
    • Have sense for informal structures
    • Sell external (customer) and internal (own organization)
    • Balance group and individual country interest 
  • Passionate about international business 
  • Self-starter, able to work unsupervised
  • Constant self-improvement orientated
  • Mid-term and long-term focus and horizon
  • Outstanding communication skills, written, verbal and interpersonal
  • Excellent organizational, financial, communication and time management skills
  • Fluent in English, both in writing and orally.

 

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 28 countries on six continents.

A bit about our Digital team 

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.

To learn more about Digital Realty, please visit digitalrealty.com or follow us on LinkedIn and Twitter.

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.