Senior Director, Sales

Responsible for growing the Core Network sales vertical, with a specific focus on traditional wireline NSP’s, but also CDN’s, Cable/MSO’s, 5G Mobile Operators, Satellite Internet providers, and Dark Fiber Providers, as well as ancillary network and value-added service providers. Focus on new business acquisition from 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 • Manage a North American based senior team of (5) Core Network Sales professionals to achieve net new Monthly Recurring Revenue Targets through acquisition of new business within an existing customer base of (150) Strategic Network accounts. • Focus the sales team on all facets of the client engagement cycle from qualification through final negotiations; Maintain executive contact with account(s), focusing on the establishment and maintenance of long-term relationships. • Demonstrated strong cross functional management skills, including working with Sales Engineering, Finance, Customer Support, Product, IT, Business Development, and Corporate Strategy. • 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. • Encourage and maintain competitive market analysis and intelligence. • Ensure All Digital Realty corporate policies are respected. What you’ll need • 10 years of direct sales experience in a Data Center with a strong focus on Network and Carriers, plus basic understanding of telco edge and managed services (layers 4-7.) • Demonstrable experience in C-Level selling and executive level relationship development with complex Network and Data Center solutions. • Excellent knowledge of emerging industry trends (NaaS, Public/Private AI, SASE, Enterprise Private 5G, Cloud Adjacency Architectures, Sub-Sea Cable systems.) • Demonstrable experience in applying knowledge of Hybrid, Private and Public Cloud architectures to sales solutions, including the implementation and management of these solutions. • 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 Strategic Account Planning 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