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Within the last 5 years, what role did the following play in your job:
New business development/hunter
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Do you have a verifiable Bachelors or higher degree or equivalent combination of experience and education?
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Please share your industry experience?
Commercial Sales Executive
TX - Dallas

Opportunity Snapshot
Top reasons to build your sales career with Digital Realty.
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Build a Lucrative Book of Business by Sourcing, Developing and Growing Sales Opportunities for Our Global Colocation and Interconnection Services

If you combine proven solution selling skills, with strong technical acumen, ideally including knowledge of data centers, telecommunication, IT (hardware, SaaS, software products, etc.) or similar technical fields, the role of Commercial Sales Executive with Digital Realty offers you some compelling opportunities. You will:
  • Start with an existing book of business which you'll grow through expansion and new business development.  Quick question for you - click here
  • Work across markets and sell any products and services within Digital Realty's footprint. As long as the prospect is based within North America and is below $50 million in revenue, you're free to pursue their business.
  • Expand your skills and experience as you learn the data center industry and our colocation products.
  • Have the support of a sales engineer on your calls. While you'll need to be able to speak effectively to technical people, the sales engineer will serve as a technical SME, leaving you free to do what you do best -- sell.
  • Showcase your potential to take on additional responsibilities and advance in an organization posting continuous strong growth as well as a strong, stable financial profile. 
  • Be part of a strong culture with engaged leadership that truly values employees and is committed to professional development and advancement.
Digital Realty: Where the cloud lives and business thrives. We built the global standard for technical real estate, developing a unique capability to acquire, manage, and scale data center campuses. Now, Digital Realty is building a unique ecosystem of open solutions that power customer growth through exceptional service on a foundation of unrivaled data center expertise. The new Digital Realty combines unparalleled data center services, carrier-dense interconnection, real estate acumen, and financial strength to create a unique power of choice and value when and where our customers need it.
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Grow a progressive sales career at a world leader in data center solutions

The Requirements
Find out what it takes to own and thrive in this role.
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To meet the basic qualification 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. In addition, to be a good fit for the Commercial Sales Executive opportunity, you will have:
  • A bachelor’s degree required  Quick question for you - click here
  • 3-5 years of related experience preferably in the data center, telecommunications, IT, or technology fields  Quick question for you - click here
  • Strong solution selling and relationship management skills  
  • Excellent communication skills, including the ability to conduct presentations to a variety of levels and titles, both internal and external
  • Ability to interact with cross-functional peers as well as senior management
  • Proven expertise in developing relationships from cold calling or networking activity
  • Proficiency in planning and executing account strategies and maintaining effective long-term business relationships with key decision makers
  • Proven ability to work well as part of an extended sales team
  • Ability to effectively learn technical products, services and solutions and readily apply knowledge
  • Ability to manage a sales pipeline and effectively forecast both short- and long-term sales cycles
  • History of managing multiple projects simultaneously
  • Ability to operate in a fast-moving, team-oriented, collaborative environment with strict deadlines
  • Familiarity and commitment to daily activity tracking in CRM tool. Salesforce experience is a plus
  • Solid computer skills including MS Office Suite programs (Word, Excel, PowerPoint)
This is primarily a telemarketing role with limited and mainly local travel. You won't travel to customer sites but will be doing customer tours. We have active protocols in place to ensure the health and safety of all employees. For the time being, you will work remotely, although you may come into the Dallas office for initial onboarding and training. We plan to return to the office full-time on September 1st, 2021.

Pictured: We are committed to driving environmental efficiency through sustainable design to minimize the impact on the environment, optimize the use of energy, and deliver improved performance to our customers.
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The Role
If you meet the minimum qualifications, feel free to apply at any time. If you'd like some additional details about the role, please read below.
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As Commercial Sales Executive, you will actively prospect and manage an assigned account base to identify customers' business needs/challenges and propose technical solutions that support growth and long-term business relationships. You will be free to pursue business with companies under $50 million in revenue, anywhere in North America, which could expand to include South America in time. We anticipate that you will spend approximately 30% of your time expanding your current account base, with 70% spent generating new business both through your own strong efforts and through provided warm leads. Specifically, you will:
  • Plan, build, and nurture relationships within assigned accounts/prospects to position Digital Realty as a trusted advisor and provider of choice
  • Direct responsibility for the identification, contact, qualification and development of qualified new accounts and opportunities
  • Lead coordinated sales approach with extended sales team members (Sales Engineers, Customer Success, Commercial Management, Sales Operations, etc.) to drive opportunities to closure
  • Manage inbound leads from Marketing and Partner/Alliance channels with timely engagement and response to inquiries to drive opportunity conversions
  • Meet and exceed sales target of new monthly recurring revenue by building sales pipeline of qualified opportunities, articulating value proposition, and delivering a winning proposal
  • Methodically log/track customer interactions to produce regular activity reports and maintain opportunity pipeline in SFDC to provide accurate forecasts
  • Conduct quarterly business reviews with customers to identify and develop new sales opportunities
  • Develop account plans that are focused on maintaining/growing accounts by researching and developing an understanding of the customer business and organizational landscape
  • Contribute to customer contract renewals and negotiations to reduce churn
  • Facilitate ongoing customer relationships to provide exceptional internal and external customer service and timely resolution of customer issues while promoting the company’s core values
  • Support and promote ongoing corporate strategy and initiatives
This description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.
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Why Join Us
More good reasons to join our team.
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Excellent compensation
In addition to a competitive base + commission, including 4-months of guaranteed commission as you are training and coming up to speed, we offer a comprehensive benefits package that includes all you would expect plus some pleasant surprises, like multiple flexible spending plans, a generous company match on the 401(k) plan, an employee stock purchase plan, gym membership reimbursement and more.

Advancement opportunities
Digital Realty is looking for a competitive contributor who envisions themselves growing with the organization. From this role you could move to an outside sales position, join the Enterprise or Global Sales team, working with top customers, or follow another path within the organization.

Growth without limits
We're growing fast and growing smart, including acquiring businesses that complement and strengthen our core offerings. We're already one of the largest players in our space, and ongoing growth will create opportunities for strong performers.

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.

Entrepreneurial culture
We value collaboration and encourage innovation, and the organization is committed to providing employees the tools and training they need to excel and develop professionally.

Pictured: Digital offers comprehensive Remote Hands Service, providing the expertise our customers need to uncover opportunities and get the most out of their data center.
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Road to Success
Explore the characteristics that will enable you to stand out.
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We're looking for a highly driven, self-motivated individual who wants to build a long-term sales career with Digital Realty. Naturally, meeting and exceeding your quota is the ultimate goal, but we understand there is a learning curve. We will ensure you have the tools and strong training you need to succeed and you'll dedicate yourself to learning, making calls and building your pipeline right off the bat.

You will know you're hitting the mark when you are:
  • Filling your pipeline and demonstrating strong effort in Salesforce
  • Learning the data center industry and our products, services and solutions
  • Building strong professional relationships internally and externally
  • Developing new leads and working supplied leads in a timely manner
  • Meeting and exceeding established sales goals
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Digital Realty is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.

If you are a qualified individual with a disability or a disabled veteran, you have the right to request an accommodation if you are unable or limited in your ability to use or access our career center as a result of your disability. To request an accommodation, contact the Human Resources Department at sgaskill@engage2excel.com.