Your role
Client Management (New & Existing)
- Target & Attract: Actively pursue new customers globally while building and maintaining relationships to drive business for DLR data centers.
- Revenue Growth: Attract additional business from existing customers and protect current revenue streams.
- Relationship Building: Create and nurture relationships with customers, ensuring consistent engagement and support across geographies and functions.
Sales Process Management
- End-to-End Sales: Oversee the entire sales process, from lead generation to closing deals, ensuring accurate and updated sales data in Salesforce.com.
- Negotiations: Handle commercial and contract negotiations within predefined guidelines, covering aspects like SLAs, pricing, and liabilities
Proactive Revenue Management
- Account Development: Deepen relationships with key decision-makers to retain and expand revenues, aligned with customer business strategies.
- Account Planning: Develop and execute annual account plans, conduct regular business reviews, and proactively manage the revenue base.
- Sales Collaboration: Work closely with global and regional teams to achieve targets and ensure smooth execution of sales initiatives.
New Business Development
- Lead Generation: Focus on generating new bookings through proactive outreach and participation in industry events. o Lead-to-Contract Management: Oversee the process from lead generation to final contract agreement, ensuring a thorough and strategic approach.
What you’ll need
- Educated to Bachelors/Master’s Level
- 2+ (Masters) or 5+ (Bachelors) years sales experience
- Winning large, complex international deals as well as SME type of deals
- Working with fast growing start-ups & headquartered organizations.
- Experience in International IT / data center / telco / network industry.
- Excellent organizational, financial, communication and time management skills
- Fluent in English, both in writing and verbally.
Soft-Skills
- Negotiation skills (creative in solutions, but protect company’s interest)
- Stakeholder Management
- Collaborative personality (work with colleagues in 11 countries + HQ)
- Outstanding communication skills, written, verbal and interpersonal.
- Great story-telling skills; crafting the right messages for disparate audiences, providing & listening for clarity.
- Ability and willingness to travel
- Travels with an average of 2.5 days per week (sometimes 1-2 weeks from home)
- Experience of selling globally
The Senior Account Manager role will focus primarily on opening new opportunities via existing and new accounts with the secondary responsibility of ongoing account management of a portfolio of named accounts. Your main goal is to provide a commercial, central point of contact for a named set of Sales customers to leverage a uniform approach to the selling of products and services to end-customers and ongoing account relationship management. He/she will be also responsible for liaising with colleagues in global sales, Marketing and the multiple Country Teams to ensure full support for a complete go to market sales effort aligned to agreed key areas of opportunity within the sales strategy.
