SR. ACCOUNT EXECUTIVE
Digital Realty Trust - Los Angeles, CA

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This role is a tremendous opportunity for a seasoned sales professional to work on the cutting-edge of the data center industry selling our Colocation Services program. You’ll join a small team of Colocation Account Executives, filling a senior role in the Los Angeles area -- historically a strong territory in which to develop a book of business and build a lucrative career. Quick question for you - click here Within the last 5 years, what role did the following play in your job?
In your most recent or past position have you had to understand and present basic engineering principles in relation to power and cooling? Major component of my job all or most of the time Major component of my job occasionally Moderate component of my job all or most of the time Moderate component of my job occasionally Minor component of my job all or most of the time Minor component of my job occasionally Formerly a major component of my job Formerly a minor component of my job Familiarity, but never a component of my job No real familiarity

Comment:
(Your answer will automatically be saved when you submit your application) With our growth in this market, we anticipate future opportunities for our proven players. Of course you could stay in sales, but you might choose to pursue a management role in the future.

Digital Realty focuses on delivering customer driven data center solutions by providing secure, reliable and cost effective facilities that meet each customer's unique data center needs. Over 10% of Fortune's Global 200 companies rely on Digital Realty to provide solutions for their data center requirements. Our customers include leading media, financial services, communications and technology-based businesses. Our portfolio is located in 31 markets around the world and consists of more than 100 properties, totaling approximately 19.1 million square feet, including 2.4 million square feet of space held for redevelopment.

The Requirements
The ideal candidate for the opportunity of Senior Account Executive will have ten or more years of consultative sales experience, preferably in data colocation, telecom, Software as a Service (SaaS), or a similar, transferable field. You should also be familiar with the local area.

At a minimum you will have:
A bachelor's degree from a four-year college or university and at least four years of related experience and/or training (preferred).

In lieu of a BA/BS degree, you must have eight or more years of related experience to qualify for this role.

The proven ability to negotiate and close transactions.

Outstanding account management skills.

The ability to effectively present value propositions for product sets, independent of pricing. Quick question for you - click here Within the last 5 years, what role did the following play in your job?
Preliminary design, presentation and evaluation of customers including capital budgeting, operational detail and scheduling of proposed projects Major component of my job all or most of the time Major component of my job occasionally Moderate component of my job all or most of the time Moderate component of my job occasionally Minor component of my job all or most of the time Minor component of my job occasionally Formerly a major component of my job Formerly a minor component of my job Familiarity, but never a component of my job No real familiarity

Comment:
(Your answer will automatically be saved when you submit your application)

The skill to discuss and design data center / colocation concepts.

The 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 lease 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. You should be able to discern “good” deals from “bad” deals based upon management-provided financial guidelines.

The 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.

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.

Pictured: Located in a suburb southwest of Los Angeles, this Data Center is 132,040 square feet and sits on a 4.39-acre site. The facility was upgraded and expanded in 2012 with 7.3MW of diverse critical IT power feeding customers who are primarily medical services, collocation providers and entertainment companies.

The Role
As Senior Account Manager, Colocation, you will report to the Sales Manager and be responsible for leasing colocation space within select Digital Realty properties with a colocation offering. You’ll work our wide Los Angeles territory which is a prime location because of the business opportunities.

You will focus exclusively on colocation sales and build a strong book of business from the ground up. You may gain a few current accounts, but the majority of your business will be self-generated. Though you’ll have a team behind you, including exceptional Sales Support Engineers, you will be responsible for all aspects of the selling process including: cold calling, face-to-face meetings, networking, presentations, proposal creation, and closing business. You will coordinate all facets of the customer experience including interactions between customers, operations, property managers, chief engineers and datacenter engineers, with the intention of closing sales, generating significant income and supporting ongoing relationships.

To be a successful Senior Account Manager, Colocation you should have the ability to:

Regularly cold-call colocation prospects who could benefit from Digital Realty solutions. Quick question for you - click here Topic: Would you consider your sales approach to be that of a hunter mentality or a farmer mentality? 100% Hunter Mostly Hunter and a little bit of Farmer mix Mostly Farmer with a little bit of Hunter mix 100% Farmer

Comment:
(Your answer will automatically be saved when you submit your application)

Respond in a timely manner to all inbound leads. Leads can come as direct referrals and through industry-specific channels such as brokers, consultants, telecom and systems integrators.

Clearly articulate the value proposition of Digital Realty colocation products, while differentiating product offerings from those of our competitors.

Develop proposals and the associated preparation / presentation of literature.

Regularly interact with the Asset and Property team regarding colocation property.

Negotiate deals and contract business terms and conditions with customers, staying in line with the 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 real estate and technology.

Clearly present deal business terms and operational considerations to management.

Regularly report and forecast your sales activities to management through our CRM software.

Attend major industry trade shows and functions as determined by management.

Note: this description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.

Pictured: Located in downtown Los Angeles, this building is a state-of-the-art 489,722 square foot Mission Critical Datacenter and Telecommunications facility. The building has 35 MW of diverse power feeding customers who are primarily IT services, professional services and retail services companies. It ranks as one of the most prominent technology facilities in the Western U.S.

To excel in this role, you will be an assertive, self-driven and seasoned sales professional capable of delivering exceptional service and guiding your clients toward the best solution for their business needs. You’ll build relationships and nurture what can be a long sales cycle, but when it’s time for your client to sign the SLA, you’ll also be a tough negotiator who can deliver significant revenue for Digital Realty and yourself.

While you’ll need the technical prowess to learn the business and talk the talk, you’ll also need exceptional communication skills and a strong sense of teamwork. You’ll interact with C-level executives and other decision makers, and work alongside a talented and specialized team of internal experts and support personnel. You’ll find that relationship building both externally and internally will help you reach success.

A strong learning acumen and desire for knowledge gain are essential. This isn’t a product where you can fake your way through a presentation. You can leverage the help of tech support on your calls, but you must also have a deep foundation of knowledge. Your supervisor and others will help you with knowledge gain, but you’ll need high expectations and the ability to apply yourself. Once you have the tools for success, your supervisor will expect that you're a professional that doesn't need constant supervision. You'll have a face-to-face weekly meetings and he will be available as needed, however, you'll enjoy the autonomy to do your job and build your business.

Digital Realty Trust - 23 months ago - save job - copy to clipboard
About this company
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Technically, Digital Realty Trust puts its chips in real estate. The real estate investment trust (REIT) owns properties that are leased to...