The Requirements
To be a good fit for the Vice President, Sales opportunity, you will have:- A bachelor's degree (BA/BS) from a four-year college or university, or an equivalent combination of education and relevant experience
- Solid experience selling enterprise IT solutions, with at least three years in a management role
- A proven ability to manage enterprise sales, including:
- Building relationships with C-suite executives
- Understanding complex solutions and deals
- Closing transactions
- The ability to effectively present value propositions for product sets independent of pricing
- Strong negotiating skills
- Solid team leadership skills and a demonstrated ability to lead, coach and mentor high caliber sales professionals
- The ability to:
- Create high quality proposals, presentations and other customer facing documentation
- Coordinate with internal operations, finance, and management teams
- Perform basic financial analysis of deal economics in Excel.
- Discern "good" deals from "bad" deals based upon management-provided financial guidelines
- An understanding of basic legal terms
- A strong commitment to customer service
- Basic analytical and quantitative skills and the ability to analyze and solve problems involving several options with limited information
- Good organizational skills and attention to details
- The ability to work effectively under pressure and the flexibility to respond proactively to unusual situations
- Openness to new ideas and willingness to learn
The Role
You will lead a team of sales professionals and oversee leasing activities within your region. You will be responsible for all aspects of the leasing process, including the sourcing of transactions, proposal creation, business term negotiations, lease preparation and operational hand-off. More specifically, you will:- Lead, coach, and mentor your team
- Source transactions including, but not limited to, deals sourced on a direct basis, through real estate brokerage, and industry-specific channels such as telecom, software, or system integrators
- Ensure regular interaction and development of alternate channels of sourcing through industry-specific means
- Clearly articulate the value propositions of Digital Realty products and clearly differentiate our product offerings from competitor offerings
- Develop proposals and ensure the associated preparation and presentation of corporate literature
- Develop initial presentations to prospects, clearly indicating the corporate value propositions and solution sets
- Negotiate proposal business terms and conditions directly with customers under parameters provided by management, and in partnership with Asset Management
- Clearly present deal business terms and operational considerations to corporate management
- Report sales activities and forecasts regularly
- Represent Digital Realty at industry trade shows and other business development functions
- Coordinate all facets of the customer experience, including interactions between customers, sales engineering, operations, property managers, chief engineers and datacenter engineers
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 just 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 provide 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.
Excellent compensation -- in addition to a competitive salary and bonus incentive program, we offer a comprehensive benefits package that includes medical, dental and vision plans; flexible spending plans for multiple purposes; a health savings account; a 401(k) plan with company match and much more.
Keys to Success
To find success in this role, not only will you rely on your exceptional new business development skills, you'll also have proven persuasive skills with senior executives, a passion for learning, and the ability to manage and motivate your team. In short, you'll have what we call the "Three E's":- Ego -- you're number one at what you do and possess an elevated sense of personal achievement . . . backed by results. You also want to work in a sales environment where you can maximize your opportunities.
- Empathy -- you can understand someone else's perspective and know how to create win-win environments.
- Energy -- no Red Bull needed for you. You excel at your game and you continuously build your sales pipeline with a unique zeal. More than anything, you have the ability to roll up your sleeves and make it happen.
About Digital Realty
Digital Realty Trust, Inc. supports the data center and colocation strategies of more than 600 firms across its secure, network-rich portfolio of data centers located throughout North America, Europe, Asia and Australia. Digital Realty's clients include domestic and international companies of all sizes, ranging from financial services, cloud and information technology services, to manufacturing, energy, gaming, life sciences and consumer products.Digital Realty is a publicly traded company (NYSE: DLR) with investment grade ratings from all three major ratings agencies.
Digital Realty offers a highly competitive compensation package, excellent benefits, and an environment that recognizes and rewards your contributions.
Digital Realty is an equal opportunity employer, EOE/AA/M/F/Vets/Disabled
Please do not forward unsolicited resumes to any employee of Digital Realty and its subsidiaries. Digital Realty is not responsible for any fees related to unsolicited referrals.