Job Description

Your role

The Commercial Sales Manager in the data center industry is responsible for driving sales growth, managing customer relationships, and developing strategic sales plans to expand the company's market presence. This role requires a deep understanding of the data center ecosystem, including knowledge of infrastructure, services, and technology trends. The Commercial Sales Manager will work closely with cross-functional teams to ensure customer satisfaction and achieve sales targets.

What you'll do

• Develop and implement comprehensive sales strategies to achieve revenue targets and market expansion goals.

• Conduct market research to identify new business opportunities and stay abreast of industry trends and competitive landscape.

• Create sales plans, forecasts, and budgets to ensure alignment with company objectives.

• Build and maintain strong relationships with key clients, understanding their needs and providing tailored data center solutions.

• Conduct regular client meetings, presentations, and negotiations to secure new business and renew existing contracts.

• Address client concerns and ensure high levels of customer satisfaction.
• Regularly cold-call colocation prospects who could benefit from Digital Realty solutions.
• Respond in a timely manner to all inbound leads. Leads can come as direct referrals and through industry-specific channels such as brokers, consultants, and telecom and systems integrators.
• Clearly articulate the value proposition of Digital Realty colocation products, while differentiating product offerings from those of our competitors.
• Develop proposals and the associated preparation / presentation of literature.
• Negotiate deals and contract business terms and conditions with customers, staying in line with the parameters provided by Digital Realty management.
• Present basic engineering principles in relation to power and cooling.
• Plan preliminary design, presentation and evaluation of customer colocation solutions including capital budgeting, operational detail and scheduling of proposed projects.
• Understand and use the vernacular of data centres, connectivity and technology.
• Clearly present deal business terms and operational considerations to management.
• Regularly report and forecast your sales activities to management through our CRM software.
• Attend major industry trade shows and functions as determined by management.

Keys to Success

• A high level of commitment to customer service toward both co-workers and clients.

• A demonstrated ability to:

  • Achieve goals under pressure of time and productivity.

  • Work well under pressure and bring a proactive approach to unusual occurrences.

  • Interact effectively with diverse personalities.

• Excellent problem-solving skills, including the ability to:

  • Analyze and solve problems involving several options and limited information.

  • Work independently.

• Advanced analytical and quantitative skills.

• Good organizational skills, attention to detail and openness to new ideas and procedures.

What you’ll need

• A bachelor's degree from a four-year college or university and at least four years of related experience and/or training (preferred).
  • In lieu of a BA/BS degree, you must have 8+ years of related experience to qualify for this role.
• The proven ability to negotiate and close transactions.
• Outstanding account management skills.
• The ability to effectively present value propositions for product sets, independent of pricing.
• The skill to discuss and design data center / colocation concepts.
• The ability to cold-call and generate meaningful opportunities.
• Polished presentation skills and the ability to respond to questions from groups of customers, managers and the general public.
• Strong verbal and written communication skills and public speaking skills.
• A high level of commitment to customer service.
• A teamwork orientation and the ability to work with internal operations, finance and management.
• An understanding of basic contract terms.
• Advanced MS Word, PowerPoint and salesforce.com or similar CRM experience.
• Proficiency with MS Excel including the ability to perform basic financial analysis of deal economics. You should be able to discern “good” deals from “bad” deals based upon management-provided financial guidelines.
• The ability to create, format and proof professional proposals, presentations and other customer facing documentation.
• Analytical and quantitative skills with the ability to analyze and solve problems involving several options with limited information.
• The skill to interpret a variety of instructions furnished in written, oral, diagram or schedule form and to work independently.
• Demonstrated ability to work well under pressure.
• Strong organizational skills, attention to detail, a proactive approach and openness to new ideas and procedures.

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.

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.