Hybrid Senior Manager, Enterprise Sales

at Digital Realty

• Job title: Senior Manager, Enterprise Sales
• Job type: Full Time
• Experience level: Senior
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Jing'an, China

About the role

• Senior Manager in enterprise sales driving revenue growth and managing key customer relationships at Digital Realty. Developing strategic sales plans and collaborating with teams to deliver tailored solutions.

Responsibilities

• Develop and execute comprehensive sales strategies to achieve revenue and market expansion targets.
• Conduct market research to identify new enterprise business opportunities and stay informed on industry trends and the competitive landscape.
• Create detailed sales plans, forecasts, and budgets that align with company goals.
• Build and nurture strong relationships with enterprise clients, understanding their unique needs and delivering customized data center solutions.
• Lead client meetings, presentations, and negotiations to secure new business and retain existing customers.
• Proactively identify and pursue enterprise colocation prospects who could benefit from Digital Realty’s solutions.
• Respond promptly to inbound leads from referrals, industry-specific channels, brokers, consultants, telecom providers, and system integrators.
• Clearly articulate the value proposition of Digital Realty’s colocation and data center solutions, differentiating them from competitors.
• Develop compelling proposals and present customized solutions tailored to enterprise customers.
• Negotiate contracts and business terms in accordance with Digital Realty’s financial and strategic parameters.
• Present fundamental engineering concepts related to power and cooling to enterprise clients.
• Plan and evaluate enterprise colocation solutions, including capital budgeting, operational details, and project scheduling.
• Effectively communicate data center, connectivity, and technology-related concepts using industry vernacular.
• Provide clear deal business terms and operational considerations to management for review and approval.
• Regularly update sales activities, forecasts, and performance metrics in CRM software.
• Attend major industry events, trade shows, and networking functions as determined by management.

Requirements

• A bachelor’s degree in business, technology, or a related field, along with at least four years of relevant experience (preferred).
• In lieu of a degree, 8+ years of relevant experience in enterprise sales.
• A proven track record of negotiating and closing enterprise-level transactions.
• Exceptional account management and relationship-building skills.
• The ability to effectively communicate Digital Realty’s value proposition beyond pricing.
• Expertise in designing and discussing data center and colocation solutions.
• Strong prospecting skills, including cold-calling and lead generation.
• Excellent presentation and public speaking skills.
• High-level commitment to customer service and satisfaction.
• A team-oriented mindset with the ability to collaborate with internal operations, finance, and management teams.
• Solid understanding of key contract terms and business negotiations.
• Proficiency in CRM software (e.g., Salesforce), MS Word, PowerPoint, and Excel.
• The ability to perform financial analysis to assess deal economics based on company guidelines.
• Strong technical acumen, including the ability to create, format, and proof professional proposals and presentations.
• The ability to interpret and apply a variety of written, oral, and diagram-based instructions.
• Demonstrated ability to thrive under pressure and manage multiple enterprise accounts effectively.
• 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.

Benefits

• Health insurance
• Competitive salary
• Professional development opportunities
• Inclusive work environment
• Paid time off