Sr. Manager, Commercial Sales

Position Title: Sr. Manager – Commercial Sales 

Location: Dallas, TX 

Your role 

Digital Realty seeks an experienced Sr. Manager, Commercial Sales to lead our expanding team of Commercial Sales Managers, that focus on global colocation and interconnection services. This role involves managing the team’s efforts to identify customer needs, propose solutions, foster growth, and build long-term relationships. We seek a dynamic individual with strong sales skills and leadership capabilities to drive performance and growth within the team. The ideal candidate will excel in lead generation, relationship building, and deal closing, and have a proven track record in sales. The candidate must possess sharp coaching abilities to develop and maintain a high-performing team.

What you’ll do 

• Lead and grow a team of top talent and deliver productivity that consistently exceeds standards and objectives. 
• Recruit, develop, motivate, and retain top talent, while providing career development and performance management. 
• Create and execute a strategic sales plan that expands our customer base and extends the company's global reach. 
• Meet and exceed sales target of new monthly recurring revenue by building sales pipeline of qualified opportunities, articulating value proposition, and delivering winning solutions. 
• Manage assigned account base and territory to overachieve net new Monthly Recurring Revenue targets. 
• Partner with cross-functional teams (SE/SA, C&A, PMG, and Marketing) on strategy and execution to drive adoption, increase productivity, and reduce/eliminate customer churn. 
• Build a strong cross-functional operating cadence with team to discuss pipeline, forecasting, deal review, execution, and revenue realization. 
• Analyze monthly performance of sales funnel, revenue, and other key operating performance indicators. 
• Identify potential service delivery, operations, and product performance gaps, while driving initiatives for improvement. 
• Identify knowledge gaps within the team and develop plans for resolving them. 
• Execute value-based solution selling techniques and further promote a culture of consultative sales. 
• Meet with clients and prospects to maintain and grow long-lasting relationships. 
• Engage with vendors and partners to create go-to-market strategies with their sales teams. 
• Keep abreast of industry news, market trends, and the competitive landscape. 
• Support ongoing corporate strategy and initiatives while promoting the company’s core values.

What you’ll need

• Bachelor’s degree or equivalent with 5+ years of related working experience, preferably in the data center, telecommunications, IT, or technology fields. 
• Demonstrated history of exceeding booking and revenue targets. 
• Proficiency in lead generation, pipeline management, account management, and forecasting. 
• Experience and working knowledge of indirect sales models. E.g. VARS/IS/Agents/OEM 
• Successful experience with target account selling, solution selling, and/or consultative sales techniques. 
• Proficient at developing and maintaining long-term business relationships with key decision[1]makers.
• Focus on execution and results, setting high standards for performance, goal setting, and accountability. 
• Builds partnerships and collaborates effectively with others to meet shared objectives, promoting cross-functional alignment and speed to market. 
• Operates effectively in a fast-moving, team-oriented, collaborative environment with strict deadlines. • Experienced in applying knowledge of colocation, hybrid, Private, and Public cloud architectures to sales solutions. 
• Must have an aptitude for understanding how technology products and solutions solve business problems and an ability to explain complicated concepts to a variety of audiences. 
• Excellent communication skills including the ability to articulate, document and present concepts, and action plans, to various levels, both internally and externally. 
• Working knowledge of IaaS, SaaS, and Private Cloud Connection solutions. 
• Strong organizational and time management skills with attention to detail. 
• Analytical problem-solving skills to present straightforward solutions. 
• Self-motivated, independent, resourceful, and adaptable. 
• MEDDPICC sales methodology experience strongly preferred, not required. 
• Proficiency in Salesforce.com, Excel, PowerPoint, and other analytical tools. 
• Willingness and ability to travel as required

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.

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

A bit about our Digital 

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. 

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.

Our published pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and geographical location. Individual pay is based on additional factors including but not limited to job-related skills, experience, and relevant education and/or training. Moreover, an employee’s total compensation package varies by role and may include salary, cash bonus or commissions, and equity awards not quantified below.

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.