Sales Director

4 weeks ago

London, Greater London, United Kingdom AirSearch Full time
Job Summary

The Director, Hyperscale, is a pivotal role within AirSearch's sales organization responsible for driving revenue growth and strategic success in the hyperscale market.

This position requires a seasoned sales professional with a proven track record of selling to hyperscalers or similar large, complex organizations.

Key Responsibilities
  • Closing sales with hyperscaler clients through effective relationship-building and deal closure strategies.
  • Developing and executing engagement plans to build direct connections and peer-level relationships within the hyperscale market.
  • Collaborating with the Legal team to execute contracts and work orders, ensuring balanced agreements and navigating governance processes.
  • Staying up-to-date on demand for data center requirements beyond colocation and relevant technologies.
  • Providing demand forecasts to support data center expansion, site selection, and mergers & acquisitions.
  • Representing AirSearch at industry events with hyperscaler and ecosystem partners.
  • Maintaining and updating account development plans to drive sales growth.
  • Working closely with bid management to ensure necessary documentation is in place.
  • Organizing site visits with local operations teams when required.
  • Providing accurate deal closure forecasts to senior leadership.
  • Communicating important updates or news to hyperscaler customers.
  • Staying informed on sales processes and methodologies, as well as competitive market alternatives.
Requirements
  • A proven track record in selling to hyperscalers or similar large, complex organizations.
  • Strong relationship-building skills with decision-makers.
  • Ability to close deals and communicate effectively with customers and stakeholders at all levels.
  • Proficient in contract negotiations to achieve favorable outcomes.
  • Commercial acumen with a strong understanding of financial measures like IRR.
  • Knowledge of market rates for services.
  • Proficiency in CRM systems for managing sales opportunities.
  • Problem-solving with a pragmatic approach.
  • Excellent presentation and communication skills.
  • Ability to build trust with customers.
  • Fluency in English, both spoken and written.
  • Experience providing sales leadership and mentoring to team members.
  • Knowledge of the data center ecosystem, including cloud, CDNs, AI, compute, and storage technologies.
  • Familiarity with the hyperscaler and enterprise markets.
  • Understanding of data center infrastructure, including M&E, networks, and cooling.
  • Awareness of market dynamics and the growing impact of AI.

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