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About the Role

The Commercial Sales Manager in the data center industry is responsible for driving sales growth, managing customer relationships, and developing strategic sales plans to expand the company's market presence. This role requires a deep understanding of the data center ecosystem, including knowledge of infrastructure, services, and technology trends. The Commercial Sales Manager will work closely with cross-functional teams to ensure customer satisfaction and achieve sales targets.

Responsibilities

Develop and implement comprehensive sales strategies to achieve revenue targets and market expansion goals.
Conduct market research to identify new business opportunities and stay abreast of industry trends and competitive landscape.
Create sales plans, forecasts, and budgets to ensure alignment with company objectives.
Build and maintain strong relationships with key clients, understanding their needs and providing tailored data center solutions.
Conduct regular client meetings, presentations, and negotiations to secure new business and renew existing contracts.
Address client concerns and ensure high levels of customer satisfaction.
Regularly cold-call colocation prospects who could benefit from Digital Realty solutions.
Respond in a timely manner to all inbound leads from direct referrals and industry-specific channels such as brokers, consultants, and telecom and systems integrators.
Clearly articulate the value proposition of Digital Realty colocation products, while differentiating product offerings from those of competitors.
Develop proposals and the associated preparation and presentation of literature.
Negotiate deals and contract business terms and conditions with customers, staying in line with 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 data centres, connectivity, and technology.
Clearly present deal business terms and operational considerations to management.
Regularly report and forecast sales activities to management through CRM software.
Attend major industry trade shows and functions as determined by management.

Requirements

A high level of commitment to customer service toward both co-workers and clients.
Demonstrated ability to achieve goals under pressure of time and productivity.
Demonstrated ability to work well under pressure and bring a proactive approach to unusual occurrences.
Demonstrated ability to interact effectively with diverse personalities.
Excellent problem-solving skills, including the ability to analyze and solve problems involving several options and limited information.
Ability to work independently.
Advanced analytical and quantitative skills.
Good organizational skills, attention to detail, and openness to new ideas and procedures.
Proven ability to negotiate and close transactions.
Outstanding account management skills.
Ability to effectively present value propositions for product sets, independent of pricing.
Skill to discuss and design data center/colocation concepts.
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 contract 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 and discern “good” deals from “bad” deals based upon management-provided financial guidelines.
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.
Skill to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Demonstrated ability to work well under pressure.
Strong organizational skills, attention to detail, a proactive approach, and openness to new ideas and procedures.

Skills

Data center ecosystem knowledge
Sales strategy development
Market research
Client relationship management
Negotiation
Presentation skills
Problem-solving
Analytical skills
Quantitative skills
Organizational skills
Attention to detail
Communication skills (verbal and written)
Public speaking
Customer service
Teamwork
Contract interpretation
MS Word proficiency
MS PowerPoint proficiency
Salesforce.com or similar CRM experience
MS Excel proficiency
Financial analysis
Proposal creation
Data center/colocation concepts

Location

Remote

Work Type

Full-time

Experience Level

4+ years of related experience
8+ years of related experience (in lieu of degree)

Education Level

Bachelor's degree from a four-year college or university

Benefits

Highly competitive compensation package
Excellent benefits

About the Company

Digital Realty brings companies and data together by delivering the full spectrum of data center, colocation and interconnection solutions.
PlatformDIGITAL®, the company’s global data center platform, provides customers with a secure data meeting place and a proven Pervasive Datacenter Architecture (PDx®) solution methodology for powering innovation and efficiently managing Data Gravity challenges.
Digital Realty gives its customers access to the connected data communities that matter to them with a global data center footprint of 300+ facilities in 50+ metros across 28 countries on six continents.
Digital Realty offers its employees a highly competitive compensation package, excellent benefits, and an environment that recognizes and rewards your contributions.
Central to our compensation philosophy is rewarding our employees for achieving the values and objectives aligned to the company's overall goals and values.
Digital Realty is a publicly traded company (NYSE: DLR) with investment grade ratings from all three major ratings agencies.

Equal Opportunity

Digital Realty is an equal opportunity employer, EOE/AA/M/F/Vets/Disabled.
All applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability or protected veteran status, or other status protected by law or Company policy.