Senior Manager, Commercial Sales
Digital Realty
full-time
Posted on:
Location Type: Hybrid
Location: Dallas • Texas • United States
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Job Level
About the role
- Lead, mentor, and grow a high-performing sales team, consistently exceeding performance targets and business objectives.
- Recruit, develop, and retain top sales talent while providing ongoing coaching, career development, and performance management.
- Develop and execute a strategic sales plan to expand our customer base and extend the company’s global reach.
- Achieve and exceed sales targets for new Monthly Recurring Revenue (MRR) by building a strong pipeline, articulating value propositions, and delivering winning solutions.
- Manage assigned accounts and territory with a focus on net new MRR growth.
- Collaborate cross-functionally with Solutions Engineering, Customer Success, Channel & Alliances, Product Management Group, and Marketing to drive customer adoption and reduce churn.
- Establish a strong sales operating cadence around pipeline reviews, forecasting, deal strategy, and execution.
- Analyze sales performance, funnel metrics, revenue trends, and other key performance indicators to inform strategy.
- Identify operational or service delivery gaps and drive continuous improvement initiatives.
- Assess and address knowledge gaps across the team with tailored development plans.
- Promote a consultative, value-based sales culture that aligns with customer needs and business outcomes.
- Cultivate relationships with clients, prospects, vendors, and strategic partners to enhance go-to-market strategies.
- Stay current on industry trends, market shifts, and competitive activity.
- Support corporate initiatives and embody Digital Realty’s core values.
Requirements
- Bachelor’s degree or equivalent
- 5+ years of relevant sales or sales leadership experience—preferably in the data center, telecommunications, IT, or technology sectors.
- Proven success in consistently exceeding bookings and revenue targets.
- Expertise in lead generation, pipeline development, account management, and accurate forecasting.
- Experience with indirect sales models (e.g., VARs, ISVs, Agents, OEMs).
- Proficiency in solution selling, consultative sales, and target account strategies.
- Strong relationship management skills with executive-level decision-makers.
- Execution-oriented mindset with a focus on results, accountability, and high performance.
- Ability to collaborate cross-functionally and align stakeholders to accelerate deals and enhance customer outcomes.
- Comfortable operating in a fast-paced, team-driven environment with tight deadlines.
- Understanding of colocation, hybrid IT, and cloud architectures (public, private, and multi-cloud) as they apply to enterprise solutions.
- Ability to simplify complex technical solutions and communicate them to both technical and non-technical audiences.
- Excellent written and verbal communication skills; capable of delivering clear presentations and action plans.
- Knowledge of IaaS, SaaS, and private cloud connectivity solutions.
- Strong organizational skills, attention to detail, and analytical thinking.
- Self-motivated, adaptable, and able to thrive independently.
- Experience with MEDDPICC sales methodology preferred.
- Proficiency with Salesforce.com, Excel, PowerPoint, and other sales tools.
- Willingness and ability to travel as needed.
Benefits
- Excellent benefits
- Professional development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
lead generationpipeline developmentaccount managementforecastingsolution sellingconsultative salestarget account strategiesIaaSSaaSprivate cloud connectivity
Soft Skills
relationship managementexecution-oriented mindsetcollaborationcommunicationorganizational skillsattention to detailanalytical thinkingself-motivatedadaptableability to thrive independently