The Requirements
To meet the basic qualifications for this role you will have:- Legal authorization to work permanently in the United States for any employer without requiring a visa transfer or visa sponsorship.
- 5-10 year proven track record in commercial IT infrastructure and related high tech selling, with expertise working at the C-Level. Colocation / hosting experience preferred. Quick question for you - click here
- A track record of success in hunting for new business.
- Demonstrable ability to assess customer business issues, requirements and budget constraints and prescribe solutions.
- Experience working with corporate clients on local, national and global levels, within complex, matrix driven, organizational structures.
- Strong written and verbal communication skills with the ability to analyze complex problems and present straightforward solutions, concepts, ideas, figures, action plans, etc.
- The ability to communicate a clear message in a professionally tactful manner at all levels, both with external and internal clients and stakeholders.
- Experience in a global, matrixed environment.
- Strong self-motivation, and an independent work style with superior lead generation skills.
- A bachelor’s degree (highly desirable).
- Technical selling requiring cross functional coordination of engineering, product, marketing and operations teams.
- Sales training experience in SPIN, Holden Power Based Selling, Miller Heiman, or similar sales programs.
- Salesforce knowledge.
- Competitive intelligence on the colocation and managed hosting space.
- Knowledge / experience in the cloud space.
- Strong corporate and boardroom image.
- A background and understanding in networking (IP).
The Role
Reporting to the VP, Business Solutions Sales, your mission will be to achieve and exceed sales targets in the range of $12k to $15k of new monthly recurring revenue by developing opportunities within a sales module focused on corporate accounts. You’ll employ a consultative sales approach across all levels of the customer decision-making spectrum, with a keen focus on developing executive level customer relationships.On a day-to-day basis, you will use your strong hunting skills to identify and close new business opportunities. You’ll receive a small base of existing customers, and it will be your job to develop the rest of your account portfolio. You’ll be responsible for prospecting into 60 accounts that do not currently utilize Telx services. You’ll spend your time building relationships and setting appointments with key stakeholders.
You can expect to interact regularly with the Sales Engineering organization and the Solutions Architect group, which serve as support overlays to the sales team by crafting solutions. Beyond these departments, you will also partner with Legal, Marketing and other internal teams regularly.
More specifically, you will:
- Direct B2B sales of Telx products and services to new customers in the Social, Analytics, Cloud, Content, Finance, eCommerce and Healthcare verticals.
- Prospect for new Telx customers through direct outbound efforts, working with Telx partners and attending industry trade shows.
- Manage the customer engagement cycle from proposal through to closing and contract signature including the negotiation of complex contractual terms and conditions with new customers.
- Position Telx at multiple decision making levels and across with various internal customer organizations within sales module.
- Negotiate pricing and commercial terms directly with customers.
- Oversee customer satisfaction of client and prospect base including, but not limited to, sales orders, moves, adds, changes, billing, implementation, service issues, SLA’s, and contractual terms.
- Develop detailed strategic account development plans, including positioning matrix and revenue forecasting. Manage opportunity funnel in Salesforce.com to 100% accuracy.
- Stay current with new Telx propositions and service offerings, keeping up to date with the new Service Portfolio and market trends.
Why Us
Professional development -- You will maximize your hunting skills in this role, and also expand your global experience. Quick question for you - click here Once you have mastered this role you may take on new responsibilities, and we're always looking for strong performers to move up within sales or other areas of the company.Exciting time to join -- With the acquisition of Telx, Digital Realty adds robust colocation, strategic network dense connectivity, a vast and open partner ecosystem and unmatched freedom of choice to one of the world’s largest data center footprints.
The “best of both worlds” -- you'll find that working for our company may be a little bit different. We are small enough, with only 1200 employees across our global portfolio, that your hard work will be visible throughout the organization, yet our extensive offering 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 and Telx 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 and are also a Contributing Member of The Green Grid.
Pictured: our top compensation and benefits programs help us attract, retain, motivate and reward top talent in a variety of areas, including engineering, property management, sales, clients services, and more.
Keys to Success
We’ve said it before but it warrants repeating: This is a role for a true hunter and to find success here you’ll need to be comfortable hitting the phones and prospecting into new accounts. The team members who thrive in our environment are high energy and eager to step into a role where they can run it as if it were their own business. Quick question for you - click hereYou'll need strong self-motivation, the discipline to prospect and hunt each and every day, and the resilience to stay upbeat even after hearing "no" a few times. You'll interact with a variety of customers, decision makers and co-workers, so you'll need strong interpersonal skills, a collaborative approach and the ability to influence others.
About Telx & Digital Realty
About TelxTelx, Digital Realty’s (NYSE:DLR) Colocation and Interconnection line of business, fuels infrastructure, interconnection and business progress. With industry-leading 100% uptime and 100% on-time service delivery SLAs, Telx helps companies build more agile businesses faster with reduced infrastructure complexity and broader reach to new markets. Telx colocation and connectivity products serve a broad range of industries from network dense Internet/Cloud Gateway data centers located across 13 US markets: Atlanta, Charlotte (NC), Chicago, Dallas, Los Angeles, Miami, New Jersey, New York, Phoenix, Portland, San Francisco, Santa Clara, and Seattle. With more than 50,000 network connections, Telx enables the hybrid cloud strategies of our customers, and the interconnection of more than 10 million square feet of data center space around the world.
About Digital Realty Trust, Inc.
Globally delivering the Right Workload, in the Right Place, at the Right Value.℠
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.