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Digital Realty
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Business Development

Account Manager, Enterprise Solutions

  365 main street, San Francisco

Overview

POSITION: Account Manager – San Francisco, CA

 

Opportunity Snapshot

We’re a global leader powered by a close-knit community of bright, curious minds who can spot opportunities, act quickly, and deliver solutions on a global scale. We’re on 6 continents, in 24 countries, with over 290 data centers. Each of our offices and campuses is unique, but our core values and ways of working are the same, that’s what makes us one team.

The Role

As an Account Executive in an acquisition role, you will be responsible for sourcing opportunities through your direct efforts and the Channel. With a focus on solution selling, you’ll work with your customers and colleagues to drive customer initiatives across our global platform.

Responsibilities

  • Facilitates commercial offer and contract negotiations in partnership with Sales Management, using internal resources as needed to obtain best commercial terms possible
  • Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs
  • Facilitates customer relationships to ensure timely resolution of customer issues
  • Conducts quarterly business reviews with customers to identify and develop new selling opportunities
  • Coordinates sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliance, etc.)
  • Demonstrates consistent intra-region selling and occasional cross region exports
  • Uses network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
  • Research and document detailed understanding of customer business and organizational landscape on select accounts
  • Identifies customer’s business needs, challenges, and technical requirements to match to Digital Realty solutions in partnership with SEs/SAs
  • Proven proficiency of Digital Realty product set and solutions
  • Plans, builds, and maintains relationships with key partners in assigned accounts/prospects
  • Sells full suite of Digital Realty offerings to include global footprint
  • Uses external partners to drive solution development in new areas/prospects
  • Develops account plans focused on maintaining/growing accounts
  • Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
  • Provides accurate forecasts
  • May focus on particular vertical or sub-vertical within a dedicated sector
  • Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
  • Pursues the highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts
  • Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure
  • Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
  • Facilitates customer relationships to ensure timely resolution of customer issues
  • Open to guidance from leadership and more senior Account Executives

Qualifications

  • 5+ years’ experience preferred
  • Bachelor's Degree required

 

Digital Realty cares about the health and safety of its workforce, customers, and vendors. Except in limited circumstances where an employee is legally entitled to an accommodation, Digital Realty requires all new hires to be fully vaccinated by their start date as a condition of employment. 

Digital Realty supports the world's leading enterprises and service providers by delivering the full spectrum of data center, colocation and interconnection solutions. PlatformDIGITAL®, our global data center platform, gives customers a reliable foundation for scaling their digital business and efficiently managing data gravity challenges. The size and scale of our business puts us in a unique position to offer customers access to 290 facilities in 49 metros across 24 countries and six continents. 

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.

Digital Realty is an equal opportunity employer.  All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

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.

Want to know more about this position?

Get in touch with:

Natalie Lucas

Recruiter

Send me a message

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