Hybrid Global Account Director

at Digital Realty

• Job title: Global Account Director
• Job type: Full Time
• Experience level: Lead
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Tech skills: SFDC
• Location requirements: Hybrid, Singapore

About the role

• Global Account Director managing relationships and executing sales strategies for key global accounts in multiple regions. Collaborating with teams to expand business in the data center industry.

Responsibilities

• Plan, build, and maintain relationships with key partners in assigned accounts
• Facilitates customer relationships to ensure timely resolution of customer issues
• Conducts quarterly business reviews with customers to identify and develop new selling opportunities
• Leads and drives coordinated sales approach with the extended sales team
• Leads the orchestration of our sell to approach to execute on strategic plan
• Collaborates with global sales team to sell global product suite
• Demonstrates consistent cross region exports
• Understands business drivers of accounts and uses strategic alliances and reseller partners to penetrate accounts
• Owns the Regional relationships and provides ongoing pre and post sales engagement.
• Provides the Regional Point of Escalation and orchestrates the appropriate resources to resolve the issues
• Research and documents detailed understanding of customer business and organizational landscape
• Contribute to the global account plans
• Identify customer’s business needs, challenges, and technical requirements to match to Digital Realty’s solutions
• Sell full suite of product offerings to include global footprint with a focus on Edge (sub-1MW ecosystems)
• Facilitate customer contract renewals and negotiations to protect revenue
• Utilize internal resources to understand customers contractual obligations around notice periods and renew terms
• Actively monitor and maintain status of opportunities in SFDC, following the principles of forecasting
• Provide accurate forecasts on a weekly basis
• Utilize available tools to prospect and use account strategy plans
• Lead commercial offer and contract negotiations, using internal resources as needed to obtain best commercial terms possible
• Understand commercial levers to make initial recommendations on deal structure
• Partners with sales leadership to present at regional deal review

Requirements

• Educated to Bachelors/ Masters Level preferred
• 7+ years sales experience in Winning large, complex international deals and working with Global Hyperscale USA and APAC headquartered organizations
• Experience in International data center / telco / network industry
• Excellent organizational, financial, communication and time management skills
• Fluent in English, both in writing and orally
• Pro-active, attitude and “Can do” mentality, roll up sleeves
• Customer/business focus and eager to win and create new business and obtain customer satisfaction (hunter type)
• 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

Benefits

• Health insurance
• 401(k) matching
• Flexible work hours
• Paid time off
• Remote work options