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 and external partners.
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
Requirements
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).
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