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Senior Account Executive - Mid Market - East
NY - New York
Opportunity Snapshot
The Senior Account Executive role is a tremendous opportunity for a seasoned sales professional to work on the cutting-edge of the data center industry selling our Colocation Services program. You’ll join a team of Colocation Account Executives, to develop a book of business and build a lucrative career. With our growth in this market, we anticipate future opportunities for our proven players.
Digital Realty Trust, Inc. focuses on delivering customer driven data center solutions by providing secure, reliable and cost effective facilities that meet each customer's unique data center needs. Digital Realty's customers include domestic and international companies across multiple industry verticals ranging from information technology and Internet enterprises, to manufacturing and financial services. Digital Realty's 122 properties, excluding three properties held as investments in unconsolidated joint ventures, comprise approximately 22.7 million square feet as of April 26, 2013, including 2.6 million square feet of space held for development. Digital Realty's portfolio is located in 32 markets throughout North America, Europe, Asia and Australia.
The Requirements
The ideal candidate for the opportunity of Senior Account Executive will have ten or more years of consultative sales experience, preferably in data colocation, telecom, Software as a Service (SaaS), or a similar, transferable field. You should also be familiar with the local area.
At a minimum you will have:
- A bachelor's degree from a four-year college or university and at least four years of related experience and/or training (preferred).
- In lieu of a BA/BS degree, you must have eight or more years of related experience to qualify for this role.
- The proven ability to negotiate and close transactions.
- Outstanding account management skills.
- The ability to effectively present value propositions for product sets, independent of pricing.
- The skill to discuss and design data center / colocation concepts.
- The ability to cold-call and generate meaningful opportunities.
- Polished presentation skills and the ability to respond to questions from groups of customers, managers and the general public.
- Strong verbal and written communication skills, and public speaking skills.
- A high level of commitment to customer service.
- A teamwork orientation and the ability to work with internal operations, finance and management.
- An understanding of basic lease terms.
- Advanced MS Word, PowerPoint and salesforce.com or similar CRM experience.
- Proficiency with MS Excel including the ability to perform basic financial analysis of deal economics. You should be able to discern “good” deals from “bad” deals based upon management-provided financial guidelines.
- The ability to create, format and proof professional proposals, presentations and other customer facing documentation.
- 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.
The Role
As Senior Account Executive, Colocation, you will report to the Sales Manager and be responsible for leasing colocation space within select Digital Realty properties with a colocation offering.
You will focus exclusively on colocation sales and build a strong book of business from the ground up. You may gain a few current accounts, but the majority of your business will be self-generated. Though you’ll have a team behind you, including exceptional Sales Support Engineers, you will be responsible for all aspects of the selling process including: cold calling, face-to-face meetings, networking, presentations, proposal creation, and closing business. You will coordinate all facets of the customer experience including interactions between customers, operations, property managers, chief engineers and datacenter engineers, with the intention of closing sales, generating significant income and supporting ongoing relationships.
To be a successful Senior Account Executive, Colocation you should have the ability to:
- Regularly cold-call colocation prospects who could benefit from Digital Realty solutions.
- Respond in a timely manner to all inbound leads. Leads can come as direct referrals and through industry-specific channels such as brokers, consultants, telecom and systems integrators.
- Clearly articulate the value proposition of Digital Realty colocation products, while differentiating product offerings from those of our competitors.
- Develop proposals and the associated preparation / presentation of literature.
- Regularly interact with the Asset and Property team regarding colocation property.
- Negotiate deals and contract business terms and conditions with customers, staying in line with the parameters provided by Digital Realty management.
- Present basic engineering principles in relation to power and cooling.
- Plan preliminary design, presentation and evaluation of customer colocation solutions including capital budgeting, operational detail and scheduling of proposed projects.
- Understand and use the vernacular of real estate and technology.
- Clearly present deal business terms and operational considerations to management.
- Regularly report and forecast your sales activities to management through our CRM software.
- Attend major industry trade shows and functions as determined by management.
Note: this description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.
Keys to Success
To excel in this role, you will be an assertive, self-driven and seasoned sales professional capable of delivering exceptional service and guiding your clients toward the best solution for their business needs. You’ll build relationships and nurture what can be a long sales cycle, but when it’s time for your client to sign the SLA, you’ll also be a tough negotiator who can deliver significant revenue for Digital Realty and yourself.
While you’ll need the technical prowess to learn the business and talk the talk, you’ll also need exceptional communication skills and a strong sense of teamwork. You’ll interact with C-level executives and other decision makers, and work alongside a talented and specialized team of internal experts and support personnel. You’ll find that relationship building both externally and internally will help you reach success.
A strong learning acumen and desire for knowledge gain are essential. This isn’t a product where you can fake your way through a presentation. You can leverage the help of tech support on your calls, but you must also have a deep foundation of knowledge. Your supervisor and others will help you with knowledge gain, but you’ll need high expectations and the ability to apply yourself. Once you have the tools for success, your supervisor will expect that you're a professional that doesn't need constant supervision. You'll have a face-to-face weekly meetings and he will be available as needed, however, you'll enjoy the autonomy to do your job and build your business.
Why Digital Realty
Make an impact -- You’ll enjoy the satisfaction that comes with knowing your efforts positively impact company growth and your professional career.
The “best of both worlds” -- you'll find that working for our company may be a little bit different. We are small enough, with over 700 employees worldwide, that your hard work will be visible throughout the organization, yet our extensive portfolio of services and solutions and proven track record of growth, stability and industry-leading innovation give you the resources and tools you need to take your career to the next level.
Unique culture -- we are a collaborative, people-focused company dedicated to quality and continuous improvement. When you become a member of our team, you receive our commitment to your continued development and support.
Strong foundation -- our financial strength and stability provide our customers with the assurance that Digital Realty will be their partner for current data center needs and those in the future, and our investment credit ratings provide us access to paths for more capital. We view each of our customers as a long-term partner.
Green standard for sustainability -- we are committed to improving the performance and energy efficiency of our data centers through the creation, adoption and promotion of industry-leading best data center practices and experience. We are pioneers in thinking about green data centers, as well as, adopting and building to LEED and BREEAM certification requirements. We are also a Contributing Member of The Green Grid.
At Digital Realty the success of your business is our business.
About Digital Realty
Since the Company's initial public offering in November 2004, Digital Realty has been a fast-growing leader in the design, development and operation of data centers worldwide. We focus on delivering customer driven data center solutions by providing secure, reliable and cost effective facilities that meet each customer's unique data center needs. Our customers include leading media, financial services, communications and technology-based businesses. Our portfolio is located in 32 markets around the world and consists of more than 100 properties, totaling over 21 million square feet.
Digital Realty's portfolio is located in more than 30 markets across nine countries throughout North America, Europe, Australia, Singapore and Hong Kong. Our global presence is supported by local experts in the markets we serve. And we stand out in the marketplace by offering innovative solutions driven by customers who see data centers not just as a technical investment, but also as a strategic platform for success.
Digital Realty is a publicly traded company (NYSE: DLR) with investment grade ratings from all three major ratings agencies.
Opportunity Snapshot
The Senior Account Executive role is a tremendous opportunity for a seasoned sales professional to work on the cutting-edge of the data center industry selling our Colocation Services program. You’ll join a team of Colocation Account Executives, to develop a book of business and build a lucrative career. With our growth in this market, we anticipate future opportunities for our proven players.
Digital Realty Trust, Inc. focuses on delivering customer driven data center solutions by providing secure, reliable and cost effective facilities that meet each customer's unique data center needs. Digital Realty's customers include domestic and international companies across multiple industry verticals ranging from information technology and Internet enterprises, to manufacturing and financial services. Digital Realty's 122 properties, excluding three properties held as investments in unconsolidated joint ventures, comprise approximately 22.7 million square feet as of April 26, 2013, including 2.6 million square feet of space held for development. Digital Realty's portfolio is located in 32 markets throughout North America, Europe, Asia and Australia.
The Requirements
The ideal candidate for the opportunity of Senior Account Executive will have ten or more years of consultative sales experience, preferably in data colocation, telecom, Software as a Service (SaaS), or a similar, transferable field. You should also be familiar with the local area.
At a minimum you will have:
- A bachelor's degree from a four-year college or university and at least four years of related experience and/or training (preferred).
- In lieu of a BA/BS degree, you must have eight or more years of related experience to qualify for this role.
- The proven ability to negotiate and close transactions.
- Outstanding account management skills.
- The ability to effectively present value propositions for product sets, independent of pricing.
- The skill to discuss and design data center / colocation concepts.
- The ability to cold-call and generate meaningful opportunities.
- Polished presentation skills and the ability to respond to questions from groups of customers, managers and the general public.
- Strong verbal and written communication skills, and public speaking skills.
- A high level of commitment to customer service.
- A teamwork orientation and the ability to work with internal operations, finance and management.
- An understanding of basic lease terms.
- Advanced MS Word, PowerPoint and salesforce.com or similar CRM experience.
- Proficiency with MS Excel including the ability to perform basic financial analysis of deal economics. You should be able to discern “good” deals from “bad” deals based upon management-provided financial guidelines.
- The ability to create, format and proof professional proposals, presentations and other customer facing documentation.
- 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.
The Role
As Senior Account Executive, Colocation, you will report to the Sales Manager and be responsible for leasing colocation space within select Digital Realty properties with a colocation offering.
You will focus exclusively on colocation sales and build a strong book of business from the ground up. You may gain a few current accounts, but the majority of your business will be self-generated. Though you’ll have a team behind you, including exceptional Sales Support Engineers, you will be responsible for all aspects of the selling process including: cold calling, face-to-face meetings, networking, presentations, proposal creation, and closing business. You will coordinate all facets of the customer experience including interactions between customers, operations, property managers, chief engineers and datacenter engineers, with the intention of closing sales, generating significant income and supporting ongoing relationships.
To be a successful Senior Account Executive, Colocation you should have the ability to:
- Regularly cold-call colocation prospects who could benefit from Digital Realty solutions.
- Respond in a timely manner to all inbound leads. Leads can come as direct referrals and through industry-specific channels such as brokers, consultants, telecom and systems integrators.
- Clearly articulate the value proposition of Digital Realty colocation products, while differentiating product offerings from those of our competitors.
- Develop proposals and the associated preparation / presentation of literature.
- Regularly interact with the Asset and Property team regarding colocation property.
- Negotiate deals and contract business terms and conditions with customers, staying in line with the parameters provided by Digital Realty management.
- Present basic engineering principles in relation to power and cooling.
- Plan preliminary design, presentation and evaluation of customer colocation solutions including capital budgeting, operational detail and scheduling of proposed projects.
- Understand and use the vernacular of real estate and technology.
- Clearly present deal business terms and operational considerations to management.
- Regularly report and forecast your sales activities to management through our CRM software.
- Attend major industry trade shows and functions as determined by management.
Note: this description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.
Keys to Success
To excel in this role, you will be an assertive, self-driven and seasoned sales professional capable of delivering exceptional service and guiding your clients toward the best solution for their business needs. You’ll build relationships and nurture what can be a long sales cycle, but when it’s time for your client to sign the SLA, you’ll also be a tough negotiator who can deliver significant revenue for Digital Realty and yourself.
While you’ll need the technical prowess to learn the business and talk the talk, you’ll also need exceptional communication skills and a strong sense of teamwork. You’ll interact with C-level executives and other decision makers, and work alongside a talented and specialized team of internal experts and support personnel. You’ll find that relationship building both externally and internally will help you reach success.
A strong learning acumen and desire for knowledge gain are essential. This isn’t a product where you can fake your way through a presentation. You can leverage the help of tech support on your calls, but you must also have a deep foundation of knowledge. Your supervisor and others will help you with knowledge gain, but you’ll need high expectations and the ability to apply yourself. Once you have the tools for success, your supervisor will expect that you're a professional that doesn't need constant supervision. You'll have a face-to-face weekly meetings and he will be available as needed, however, you'll enjoy the autonomy to do your job and build your business.
Why Digital Realty
Make an impact -- You’ll enjoy the satisfaction that comes with knowing your efforts positively impact company growth and your professional career.
The “best of both worlds” -- you'll find that working for our company may be a little bit different. We are small enough, with over 700 employees worldwide, that your hard work will be visible throughout the organization, yet our extensive portfolio of services and solutions and proven track record of growth, stability and industry-leading innovation give you the resources and tools you need to take your career to the next level.
Unique culture -- we are a collaborative, people-focused company dedicated to quality and continuous improvement. When you become a member of our team, you receive our commitment to your continued development and support.
Strong foundation -- our financial strength and stability provide our customers with the assurance that Digital Realty will be their partner for current data center needs and those in the future, and our investment credit ratings provide us access to paths for more capital. We view each of our customers as a long-term partner.
Green standard for sustainability -- we are committed to improving the performance and energy efficiency of our data centers through the creation, adoption and promotion of industry-leading best data center practices and experience. We are pioneers in thinking about green data centers, as well as, adopting and building to LEED and BREEAM certification requirements. We are also a Contributing Member of The Green Grid.
At Digital Realty the success of your business is our business.
About Digital Realty
Since the Company's initial public offering in November 2004, Digital Realty has been a fast-growing leader in the design, development and operation of data centers worldwide. We focus on delivering customer driven data center solutions by providing secure, reliable and cost effective facilities that meet each customer's unique data center needs. Our customers include leading media, financial services, communications and technology-based businesses. Our portfolio is located in 32 markets around the world and consists of more than 100 properties, totaling over 21 million square feet.
Digital Realty's portfolio is located in more than 30 markets across nine countries throughout North America, Europe, Australia, Singapore and Hong Kong. Our global presence is supported by local experts in the markets we serve. And we stand out in the marketplace by offering innovative solutions driven by customers who see data centers not just as a technical investment, but also as a strategic platform for success.
Digital Realty is a publicly traded company (NYSE: DLR) with investment grade ratings from all three major ratings agencies.