Director, Enterprise Sales

Your role

The Director, Enterprise Sales is responsible for driving revenue growth, managing key enterprise customer relationships, and developing strategic sales plans to expand Digital Realty’s market presence. This role requires a deep understanding of the data center ecosystem, including infrastructure, services, and emerging technology trends. This role will collaborate with cross-functional teams to deliver tailored solutions, ensuring customer satisfaction and achieving sales objectives.

What you'll do

• Develop and execute comprehensive sales strategies to achieve revenue and market expansion targets.
• Conduct market research to identify new enterprise business opportunities and stay informed on industry trends and the competitive landscape.
• Create detailed sales plans, forecasts, and budgets that align with company goals.
• Build and nurture strong relationships with enterprise clients, understanding their unique needs and delivering customized data center solutions.
• Lead client meetings, presentations, and negotiations to secure new business and retain existing customers.
• Proactively identify and pursue enterprise colocation prospects who could benefit from Digital Realty’s solutions.
• Respond promptly to inbound leads from referrals, industry-specific channels, brokers, consultants, telecom providers, and system integrators.
• Clearly articulate the value proposition of Digital Realty’s colocation and data center solutions, differentiating them from competitors.
• Develop compelling proposals and present customized solutions tailored to enterprise customers.
• Negotiate contracts and business terms in accordance with Digital Realty’s financial and strategic parameters.
• Present fundamental engineering concepts related to power and cooling to enterprise clients.
• Plan and evaluate enterprise colocation solutions, including capital budgeting, operational details, and project scheduling.
• Effectively communicate data center, connectivity, and technology-related concepts using industry vernacular.
• Provide clear deal business terms and operational considerations to management for review and approval.
• Regularly update sales activities, forecasts, and performance metrics in CRM software.
• Attend major industry events, trade shows, and networking functions as determined by management.

Keys to Success

• Strong commitment to customer service and relationship management.
• Proven ability to Consistently achieve sales goals under pressure 

1. Work effectively in high-pressure environments and take a proactive approach to challenges. 
2. Engage and interact effectively with diverse stakeholders.

• Excellent problem-solving skills, including 

1. Analyzing and resolving complex customer requirements with limited information.  
2. Working independently to develop creative sales solutions.

• Advanced analytical and quantitative skills.
• Strong organizational skills, attention to detail, and openness to new strategies and procedures.

What you’ll need

• A bachelor’s degree in business, technology, or a related field, along with at least four years of relevant experience (preferred).
• In lieu of a degree, 8+ years of relevant experience in enterprise sales.
• A proven track record of negotiating and closing enterprise-level transactions.
• Exceptional account management and relationship-building skills.
• The ability to effectively communicate Digital Realty’s value proposition beyond pricing.
• Expertise in designing and discussing data center and colocation solutions.
• Strong prospecting skills, including cold-calling and lead generation.
• Excellent presentation and public speaking skills.
• High-level commitment to customer service and satisfaction.
• A team-oriented mindset with the ability to collaborate with internal operations, finance, and management teams.
• Solid understanding of key contract terms and business negotiations.
• Proficiency in CRM software (e.g., Salesforce), MS Word, PowerPoint, and Excel.
• The ability to perform financial analysis to assess deal economics based on company guidelines.
• Strong technical acumen, including the ability to create, format, and proof professional proposals and presentations.
• The ability to interpret and apply a variety of written, oral, and diagram-based instructions.
• Demonstrated ability to thrive under pressure and manage multiple enterprise accounts effectively.
• 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.

A bit about us

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.

What we can offer you

Our rapidly evolving business sector offers the opportunity to be part of a courageous and passionate team who work together to understand and meet the changing needs of our global customers. 

Join us and you’ll be part of a supportive and inclusive environment where you can bring your whole self to work. As part of our team, you’ll get to work with people from different business areas, challenge the way we do things and put your ideas into action. We’ll also give you plenty of development opportunities so you can build a rewarding and successful career with us. 

Our Compensation Philosophy

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.

This is an exciting time to join our business so apply now and make your mark on our future.

Notes:

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.

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.

Digital Realty is a publicly traded company (NYSE: DLR) with investment grade ratings from all three major ratings agencies.

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.