Senior Account Manager bei Digital Realty Trust, L.P.

Position Title: Senior Account Manager

Location: Phoenix, AZ

Your role 

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

What you’ll do 

• Plans, builds, and maintains relationships with key partners in assigned accounts/prospects.
• 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.
• Develops account plans focused on maintaining/growing accounts.
• Identifies customer’s business needs, challenges, and technical requirements to match to Digital Realty solutions in partnership with SEs/SAs
• Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs.
• Proven proficiency of Digital Realty product set and solutions
• Sells full suite of Digital Realty offerings to include global footprint.
• Uses external partners to drive solution development in new areas/prospects.
• Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting.
• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives.
• Provides accurate forecasts.
• May focus on a 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.
• Facilitates commercial offer and contract negotiations in partnership with Sales Management, using internal resources as needed to obtain best commercial terms possible.
• Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure.
• Open to guidance from leadership and more senior Account Executives

What you’ll need

• At least 7-10 years of quantifiable experience in direct Enterprise account sales and management.

• Experience in leading cross-functional teams to deliver unique customer, prospect, and partner experiences.

• Accomplishments in building relationships and joint selling initiatives with Channel & Alliance partners.

• Skilled in Enterprise/B2B solution selling and relationship management.

• Accomplished in new logo acquisition sales in the colocation, cloud solutions, IT services, telecommunications, or related technology vertical.

• Demonstrable experience in C-Level selling and C-level relationship development within global clients operating complex, matrix-driven structures.

• Exceptional knowledge of big data trends (Data Gravity, Internet of Things, Artificial Intelligence, Cloud Adoption).

• Bachelor’s Degree Required

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 digitalrealty.com or follow us on LinkedIn and Twitter.

A bit about our team 

Sales

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. 

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. 

Apply today, take charge of your career and grow your talents with us.

Health and Safety

Safety isn't just a priority here at Digital; it's critical to everything we do. Safeguarding lives, protecting assets, and securing data aren't just ideals - they're essential pillars of our commitment to excellence for our people, our partners and our customers. We have a culture of care where every member of Team Digital embraces a relentless pursuit of working safely across Digital Realty. Together we are Safely Powering Progress.

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.