Global Accounts Regional Lead

Job Description

Your role

The Global Accounts Regional Lead collaborates with Client Executives to execute the comprehensive global account strategy for Digital Realty's key global accounts, in partnership with regional teams across Europe, Asia, and the Americas. The Regional Lead develops and implements effective sales strategies, fosters long-term business relationships with key decision-makers and influencers, and utilizes Digital Realty's assets to expand both existing and new business in a holistic manner.

What you'll do

• Build and maintain relationships with key partners in assigned accounts
• Sell full suite of products, focusing on Edge ecosystems
• Facilitate contract renewals and negotiations to protect revenue
• Manage Regional relationships with ongoing pre and post sales engagement
• Ensure timely resolution of customer issues
• Conduct quarterly business reviews to find new selling opportunities
• Coordinate sales approach with extended team
• Execute strategic account plans
• Collaborate with global sales team on product suite
• Demonstrate consistent exports across regions
• Utilize strategic alliances and reseller partners to penetrate accounts
• Act as Regional Point of Escalation for resolving issues
• Research and understand customer business and organizational landscape
• Contribute to global account plans
• Identify customer needs and match them to Digital Realty's solutions
• Monitor customers' contractual obligations and renew terms
• Maintain status of opportunities in SFDC and provide weekly forecasts
• Use tools to prospect and implement account strategy plans
• Lead commercial offer and contract negotiations
• Make initial recommendations on deal structure
• Present at regional deal review with sales leadership
• Demonstrable and solid understanding the Data Center industry
• Well networked individual with companies (globally) in the colocation industry.
• Understanding of the USA, APAC and European market, geographies, culture and dynamics
• Proven ability to articulate clear value propositions and negotiate complex agreements in multinational settings
• Understands the sell to, and go to market model

What you'll need

• Preferred education: Bachelor's/Master's level
• At least 7 years of sales experience
• Experience in securing large, complex international deals
• Expertise in working with global hyperscale organizations based in the USA
• Background in the international data center, telecommunications, and networking industry
• Strong organizational, financial, communication, and time management skills
• Willingness to travel
• Global Sales Experience
• Pro-active, Can do" attitude
• Customer/business focus
• Eager to win and create new business and obtain customer satisfaction
• Multi-level seller and relationship builder
• Understand that one of our values is "to be easy to do business with"
• Negotiation skills (creative in solutions, but protect company's interest)
• Excellent relationship skills
• Collaborative personality (work with colleagues across the globe)
• Have sense for informal structures
• Sell external (customer) and internal (own organization)
• Balance group and individual country interest
• Passionate about international business
• Self-starter, able to work unsupervised
• Constant self-improvement orientated
• Mid-term and long-term focus and horizon
• Outstanding communication skills, written, verbal and interpersonal

Proficiency in English, both written and spoken.

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 25+ countries on six continents.

To learn more about Digital Realty, please visit digitalrealty.com or follow us on LinkedIn and Twitter.

A bit about our Digital team

Sales

Our Sales team is at the sharp end of our business, securing new customers from network and cloud service providers through to all kinds of major global and regional enterprises and local businesses. We help identify the objectives of our customers and enable them to succeed by combining our strategic knowledge of the industry, technical knowledge of our global data center platform, PlatformDIGITAL, with our ability to develop strong partnerships.

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.

Our published pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and geographical location. Individual pay is based on additional factors including but not limited to job-related skills, experience, and relevant education and/or training. Moreover, an employee's total compensation package varies by role and may include salary, cash bonus or commissions, and equity awards not quantified below.

Benefits: For this role, Benefits include medical, dental, vision, life and AD&D insurance, 401k match, disability benefits, wellness and education benefits, employee stock purchase plan, paid time off, holidays, and more.

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.