To provide a commercial, central point of contact for a named set of International customers in order to leverage a uniform approach to the selling of products and services to end-customers and ongoing account relationship management. He/she will be also responsible for liaising with colleagues in International, Marketing and the multiple Country Teams to ensure full support for a complete go-to-market sales effort aligned to agreed key areas of opportunity within the international sales strategy. The Director role will focus primarily on opening up new opportunities via existing and new international accounts including supporting Interxion’s focus on securing French headquartered accounts, with the secondary responsibility of ongoing account management of a portfolio of named accounts.
New Clients & Existing Clients
• Pro-actively target and pursue new customers via identified segments around the globe (primary focus on France).
• Build relationships and attract new international customers to the Digital Realty/Interxion group
• Attract additional business to Digital Realty/Interxion data centers from existing customers
• Maintain relationship and protect revenue
Sales Process
• Manage the international sales process from engaging and managing customers and the subsequent “lead to close” process, incl. the MEDPPICC methodology
• Maintain up to date and accurate information on sales activity and pipeline in Salesforce.com.
• Develop, maintain and update opportunity and account plans accordingly
• Commercialize leads generated by marketing and partner channels
• Execute contract negotiations for designated (new and existing) international customers
• Conducts commercial negotiations within predefined ranges for new accounts and contract renewals, in line with set guidelines
• Conducts negotiations on other elements (e.g. SLA’s and liabilities) for new contracts and contract renewals, with appropriate input from Operations and/or Legal
• Prepare for and attend appropriate industry events (globally)
General tasks (applies to both existing and new clients)
• Creates, builds and maintains relationships with identified customers (attract new + develop existing accounts)
• Pro-actively approach prospects (and existing customers) to explore new business opportunities
• Builds and maintains a company-wide account team (across geographies and functions) to best support customer/prospect
• Acts as a central point of contact for all non-operational customer issues working closely with assigned Customer Relationship Manager
• Safeguards consistency in approach from Interxion towards customers
• Develops, maintains and updates account plans where appropriate for the main international accounts
• Co-ordinates and holds periodical business review meetings (both internal and external)
• Keeps him/herself up to date with all relevant industry information/issues
• Acts as an escalation option for local account managers (payment issues, incidents, etc)
Competencies
Qualifications:
