Senior Director, Sales

Position Title: Sr. Director - Sales

Location: Dallas, TX Remote

Your role

Responsible for growing the Network Solutions sales vertical, with a specific focus on the network solutions customers which includes traditional telecom (carriers, mobile operators, Cable/MSO), Social, Mobile, Analytics, Content and Cloud verticals as well as ancillary network and value-added service providers. Focus on new business acquisition (i.e. - not account management) from both new logo and existing clients. Develops value propositions and business cases, while leading on commercial, legal and other negotiations that deliver the sale. Maximizes Digital Realty's financial outcome by securing profitable business.

What you'll do

• Stimulate profitable revenue growth through acquisition of new business.

• Manage assigned account base to overachieve net new Monthly Recurring Revenue targets.

• Focus on executive level client contacts in all facets of the client engagement cycle from qualification through enterprise-wide negotiations; Maintain executive contact with account(s), focusing on the establishment and maintenance of long-term relationships.

• Analyze monthly performance of sales funnel, revenue and other key operating performance indicators.

• Identify potential service delivery, operations and product performance issues early. Gain agreement and implement actions for improvement. Direct and drive escalations as required.

• Maintain contact with clients and prospects to ensure services are in line with needs and expectations.

• Identify new client requirements and communicate them to specified product marketing interfaces.

• Encourage and maintain competitive analysis and intelligence.

• Ensure All Digital Realty corporate policies are respected.

What you'll need

• 10 years of direct sales experience, preferably in a carrier/wholesale, managed networking, cloud solutions or IT services field. Demonstrable experience in C-Level selling and executive level relationship development with complex Network Solutions customers

• Excellent knowledge of big data trends (Carrier ecosystem knowledge, Social Media / Content, Cloud Adoption Internet of Things). Strong understanding of the data/IP and mobile communications industry relationships.

• Demonstrable experience in applying knowledge of Hybrid, Private and Public Cloud architectures to sales solutions, including the implementation and management of these solutions.

• Evident proficiency in articulating key drivers and use cases for moving workloads from Public to Private Cloud.

• Strong understanding of wholesale contracts and ability to negotiate complex contracts, amendments and customer renewals.

• Demonstrate the ability to management pipelines and develop accurate forecasting both monthly and quarterly.

• Compelling, IaaS, SaaS and Private Cloud Connection product knowledge.

• Demonstrable success in setting sales strategy for large accounts and managing required outputs from ADPs to drive sales.

• Excellent organizational and time management skills, with quantifiable attention to detail.

• Ability to assess client business issues, requirements and budget constraints and prescribe solutions.

• Comfortable working at the C-Level both with clients and internally.

• Excellent communication skills including the ability to articulate, document and present concepts, ideas, figures, action plans, etc.

• Ability to analyze complex problems and present straightforward solutions.

• Self-motivated, independent resourceful and adaptable.

• Excellent skills with Salesforce.com, analytical tools (Excel or others), and PowerPoint

• 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.

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