About the role

  • 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).
  • Bachelor’s Degree Required

Benefits

  • Highly competitive compensation package
  • Excellent benefits
  • Development opportunities

Job title

Senior Account Manager

Job type

Experience level

Senior

Salary

Not specified

Degree requirement

Bachelor's Degree

Tech skills

Location requirements

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