Sales Director

3 months ago

London, UK, United Kingdom AirSearch Full time

Job Title: Director, Hyperscale

Job Family: Commercial, Sales

Reports to: VP of Sales

Date: August 2024

Version: 2


Purpose:

The Sales function plays a critical role in driving revenue growth and overall success. The Director, Hyperscale, will collaborate with the VP of Sales, Chief Commercial Officer, CEO, and the broader organization to establish key relationships with named Hyperscale customers, closing sales effectively.


Responsibilities and Duties:

The Director, Hyperscale, will be responsible for:

  • Closing sales with Hyperscaler clients.
  • Managing relationships and engagement plans within the Hyperscale market, including building direct connections and peer-level relationships.
  • Collaborating with the Legal team to execute contracts and work orders, ensuring a balanced agreement and navigating governance processes.
  • Understanding demand for Data Center (DC) requirements beyond just colocation and keeping up with relevant technologies.
  • Providing demand forecasts to support DC expansion, site selection, and mergers & acquisitions.
  • Attending industry events with Hyperscaler and Ecosystem partners.
  • Maintaining and updating account development plans.
  • 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 the VP of Sales and Chief Commercial Officer.
  • Communicating important updates or "news" to Hyperscaler customers.
  • Understanding sales processes and methodologies, as well as competitive market alternatives.


Additional Duties and Responsibilities:

  • Taking on special projects and assignments as directed by the VP of Sales.


Essential Knowledge and Skills:

  • Proven track record in selling MW 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, including senior management.
  • Proficient in contract negotiations, ensuring 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.
  • Fluent 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.
  • Ability to gather insights on Hyperscaler strategies and deployment solutions, such as Colocation or Self-Build.


Competencies:

Relating and Networking

  • Builds strong relationships with customers and stakeholders.
  • Communicates effectively with all seniority levels, including at the board level.
  • Persistent, resilient, and self-motivated in achieving sales targets.


Customer Focus

  • Understands customer needs and sets high-quality standards.
  • Works systematically to meet and exceed goals.


Presentation and Communication

  • Organized, structured, and clear in verbal and written communication.


Analysis

  • Analyzes available data and probes for deeper understanding.


Qualifications:

  • A degree qualification is desirable but not essential.


If you’re an experienced professional with a passion for Hyperscale sales and looking for a dynamic opportunity at the forefront of connectivity solutions, this role is for you. APPLY NOW

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