Senior Account Manager
Digital Realty
full-time
Posted on:
Location Type: Hybrid
Location: Phoenix • Arizona • 🇺🇸 United States
Visit company websiteJob Level
Senior
Tech Stack
CloudIoTSFDC
About the role
- Plans, builds, and maintains relationships with key partners in assigned accounts/prospects.
- Facilitates customer relationships to ensure timely resolution of customer issues.
- Conducts quarterly business reviews with customers to identify and develop new selling opportunities.
- Coordinates sales approach with the extended sales team and external partners.
- Demonstrates consistent intra-region selling and occasional cross region exports.
- Uses network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts.
- Research and document detailed understanding of customer business and organizational landscape on select accounts.
- Develops account plans focused on maintaining/growing accounts.
- Identifies customer’s business needs, challenges, and technical requirements to match to Digital Realty solutions in partnership with SEs/SAs.
- Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs.
- Proven proficiency of Digital Realty product set and solutions.
- Sells full suite of Digital Realty offerings to include global footprint.
- Uses external partners to drive solution development in new areas/prospects.
- Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting.
- Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives.
- Provides accurate forecasts.
- May focus on a particular vertical or sub-vertical within a dedicated sector.
- Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification.
- Pursues the highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts.
- Facilitates commercial offer and contract negotiations in partnership with Sales Management using internal resources as needed to obtain best commercial terms possible.
- Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure.
- Open to guidance from leadership and more senior Account Executives
Requirements
- At least 7-10 years of quantifiable experience in direct Enterprise account sales and management.
- Experience in leading cross-functional teams to deliver unique customer, prospect, and partner experiences.
- Accomplishments in building relationships and joint selling initiatives with Channel & Alliance partners.
- Skilled in Enterprise/B2B solution selling and relationship management.
- Accomplished in new logo acquisition sales in the colocation, cloud solutions, IT services, telecommunications, or related technology vertical.
- Demonstrable experience in C-Level selling and C-level relationship development within global clients operating complex, matrix-driven structures.
- Exceptional knowledge of big data trends (Data Gravity, Internet of Things, Artificial Intelligence, Cloud Adoption).
- Bachelor’s Degree Required
Benefits
- Highly competitive compensation package
- Excellent benefits
- Development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
Enterprise account salesB2B solution sellingC-Level sellingrelationship managementnew logo acquisition salescloud solutionsIT servicestelecommunicationsbig data trendsforecasting
Soft skills
relationship buildingcross-functional team leadershipcustomer issue resolutionstrategic planningnegotiationcommunicationcollaborationproblem-solvingadaptabilitycustomer needs assessment