Sr. Solutions Engineer

Position Title: Sr. Solutions Engineer

Location: Ashburn, VA

Your role 

This position offers you the opportunity to join the world’s leading data center experts and design solutions for a wide range of customers.

• Join the world’s largest data center provider.
• Work with top-tier customers on diverse projects.
• Broaden your knowledge across portfolio management, design, construction, operations, and more.
• Collaborate with industry leaders in a high-growth environment.

Digital Realty’s Solutions & Design Engineering team is a global team providing sales-focused engineering services to our front-line sellers as we help our end users solve business problems with technology. As the industry leader with more than 300 locations across the world, you’ll be involved in understanding a customer’s technical requirements, documenting them, developing, and designing solutions using Digital Realty’s products and services, and presenting solutions to the end user in conjunction with Sales.

What you’ll do 

You will support the sales team in technical sales solutions in your region and be involved almost from the beginning of any sale. You need to develop strong working relationships with the Portfolio Management, Operations, Design and Construction teams. At any given time, you will be contributing to multiple sales efforts at various stages with an emphasis on the Data Center business. While it can vary, a typical sales cycle looks like this:

• Support sales teams in technical sales and solutions in all markets.
• Direct engagements by acting as a subject matter expert related to the infrastructure, nuances, and challenges associated with assigned buildings.
• Serve as the primary responder for all customer RFPs.
• Evaluate customer needs, and then design and present a preliminary solution.
• Conduct tours of one of our data centers, providing technical information.
• Act as the primary input channel for Operations from the Sales teams.
• Develop cost-engineering and profitability models for large customer opportunities.
• Support Design and Construction teams in regional markets and provide input, support, and essential "local knowledge" for construction projects.
• You'll support lease negotiations by (1) interpreting the lease to ensure the terms match with the technical specs and (2) supporting pricing efforts, including estimating move-in, power, materials, and other costs.
• Participate in forecasting, pipeline, and market analysis.
• Liaise with the professional community, including attending technical forums and presenting papers at industry events.
• Monitor and evaluate trends in customer and target tenant base.

You will spend a good deal of time out in the field. You can also expect to be called upon to support data centers in other markets as needed. Most travel will involve day trips, but you should be prepared to travel overnight about 25% of the time.

What you’ll need 

To be a good fit for this opportunity you have the following skills and experience:

• Demonstrated customer-facing and sales engineering skills, with the ability to engage directly with customers, understand their technical needs (specifically around power, cooling, and connectivity), and effectively guide and sell Platform Digital solutions.
• Expertise in designing and managing high-density data centers, including power and cooling requirements, space optimization, and airflow management.
• Familiarity with AI technologies for data center deployments. It's essential to understand the requirements for high computational power, and having some knowledge of high-performance GPUs and specialized processors is a valuable bonus.
• Proficiency in liquid cooling solutions to enhance energy efficiency and manage higher heat loads, including understanding various technologies and their maintenance.
• Strong understanding of networking principles, network architecture, and connectivity solutions, including fiber optics. 
• Knowledge of data center security best practices, physical security measures, cybersecurity protocols, and regulatory standards. 
• Demonstrated expertise in project management, translating visions into detailed specifications, analyzing complex documents, and applying standards and tracking for project success. 
• Strong proficiency in MS Office (Word, Excel), and Adobe Acrobat are essential.
• Strong proficiency in Visio, AutoCAD, and CFD modeling is preferred.
• 3-5 years of solid experience in a B2B sales environment, preferably in data center, telecommunications, networking, hosting, high-tech facilities, or related fields.

You will also have the following soft skills:

• A strong commitment to delivering excellent customer service to customers and co-workers.
• Learn and apply new technical and business concepts and skills quickly to adapt to customers' needs and enhance customer satisfaction.
• Effectively respond, verbally or in writing, to sensitive issues, complex inquiries, or complaints to foster team collaboration and enhance customer satisfaction.
• Make effective presentations and respond to questions from groups of managers, clients, customers, and the public.
• Work well under pressure and take a proactive approach to unusual occurrences, to drive successful outcomes under pressure.

Other experience that is helpful, but not required:

• B.S. or higher college degree related to technology, electrical or mechanical preferred.
• Product management experience in the IT infrastructure industry.
• Consulting experience in the areas of IT, networking, or data centers.

This description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.

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 team 

Technology & Innovation

Our Technology & Innovation team strives to innovate alongside our customers and empower their businesses to thrive. We work closely with our customers to develop insights-based, data-driven technical solutions and differentiated value propositions on PlatformDIGITAL® across the world. Operating in almost 50 cities globally means we understand how rapidly the world is evolving, so we’ve built a best-in-class development model to qualify, package; and enable cloud to core to edge hybrid IT solutions. Our deep technical heritage, combined with our global footprint, means the Technology Innovation team can create and deploy services and solutions that are at the heart of the digital economy.

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.