Hybrid Commercial Sales Manager

at Digital Realty

• Job title: Commercial Sales Manager
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Tech skills: SFDC
• Location requirements: Hybrid, Hong Kong

About the role

• Commercial Sales Manager responsible for driving sales growth and managing customer relationships in the data center industry. Develop sales strategies and collaborate with cross-functional teams for success.

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. Leads can come as direct referrals and through 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 our competitors.
• Develop proposals and the associated preparation/presentation of literature.
• 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 data centres, connectivity 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.

Requirements

• 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 8+ 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.
• 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 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. 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.

Benefits

• Competitive salary
• Excellent benefits
• Flexible working arrangements
• Professional development opportunities