Sales Account Director

4 days ago

London Area, United Kingdom AirSearch Full time

Job Title: Sales & Commercial/Account Director (Multiple Locations)

Job Family: Commercial, Sales

Reports to: Director of Sales

Date: Aug 2024

Location: London x2 AD (Hybrid/Remote)


Purpose:

The Sales function is crucial for achieving goals related to revenue growth and EBITDA. The Sales & Commercial/Account Director will collaborate closely with the Director of Sales, VP of Sales, Chief Commercial Officer, and CEO, as well as the broader organization, to establish key relationships and drive sales with targeted large enterprises, including Tier 2 Hyperscale, SaaS companies, and gaming customers, either directly or through partners like SIs, to secure new business.


Responsibilities and Duties:

The Sales & Commercial/Account Director will be accountable for:

  • Securing sales with new logo customers.
  • Expanding relationships with existing customers who demonstrate growth potential, developing and executing a relationship management plan.
  • Creating a self-driven strategy to penetrate new logos utilizing the marketing-generated target account list.
  • Collaborating with the legal team to execute relevant MSAs and Sales Orders while balancing contract terms and understanding customer governance processes.
  • Providing a demand forecast to support data center expansion in site selection and M&A activities.
  • Participating in industry events attended by potential customers and ecosystem partners.
  • Maintaining an account development plan.
  • Properly understanding and navigating the organization's governance processes.
  • Working closely with Bid Management to prepare necessary documentation for the customer procurement process.
  • Developing win themes for the virtual team.
  • Organizing site visits with the local operations team as necessary.
  • Delivering accurate closure forecasts to the Director of Sales, VP of Sales, and Chief Commercial Officer.
  • Understanding and applying sales processes and methodologies.
  • Analyzing the competitive landscape and alternative offerings in the market.


Additional Duties and Responsibilities:

  • Undertake special projects or assignments as directed by the Director of Sales.


Essential Knowledge and Skills:

  • Proven track record of selling to large enterprises, SIs, and similar complex organizations.
  • Ability to build relationships with decision-makers at customer organizations.
  • Proficiency in closing deals.
  • Strong communication skills with customers and various stakeholders, including senior management and sales teams.
  • Expertise in negotiations to achieve favorable outcomes.
  • Comprehensive understanding of contract terms and frameworks.
  • Strong commercial acumen with awareness of key financial metrics (e.g., IRR).
  • Knowledge of market rates for services offered.
  • Proficiency in CRM systems for managing sales opportunities.
  • Numerically adept with a pragmatic approach to problem-solving.
  • Excellent presentation skills
  • Ability to establish trust with customers.
  • Fluent in English, both written and spoken.
  • Experience in providing sales leadership and mentoring to team members.
  • Sets high standards for sales excellence within the organization.
  • Well-connected within the data center ecosystem.
  • Knowledgeable in cloud technologies, CDNs, AI, compute, and storage solutions.
  • Understanding of hyperscaler offerings in the market.
  • Familiarity with the enterprise market and data center infrastructure (e.g., M&E, network, cooling).
  • Insight into data center market dynamics and evolving trends.
  • Awareness of the impact of AI on the industry.
  • Utilizes various information sources to gain a comprehensive understanding of the large enterprise market.


Competencies:

Relating and Networking

  • Builds strong working relationships with customers and internal stakeholders.
  • Engages effectively with individuals at all levels, including board members.
  • Achieves sales goals while meeting stakeholder expectations.
  • Demonstrates persistence and resilience.
  • Self-motivated and proactive.


Focus on Customer Needs and Satisfaction

  • Sets and upholds high quality standards.
  • Works systematically and methodically.
  • Consistently meets goals and understands customer needs.


Presenting and Communicating Information

  • Organized and structured communicator.
  • Speaks clearly and fluently.


Analyzing

  • Analyzes all available data points and information.
  • Seeks further information to deepen understanding of issues.


Qualifications:

A degree is desirable but not essential.


If your an experienced Account Director and are seeking an exciting new opportunity in cutting-edge connectivity solutions provisioning, this role is for you APPLY NOW

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