Account Director

About the role

Lead a portfolio of Financial Services accounts, driving revenue growth through new business acquisition and expansion of existing client relationships. This role is responsible for developing and executing strategic account plans, managing complex sales cycles, and delivering tailored colocation and interconnection solutions.

Responsibilities

• Manage a Financial Services territory, driving new logo acquisition and expanding existing client relationships
• Execute a consultative sales approach across all levels, including C-suite stakeholders
• Build and maintain relationships across accounts, prospects, and channel and alliance partners
• Lead cross-functional deal teams including Sales Engineers, Solutions Architects, and Customer Success
• Develop and execute account plans focused on growth, retention, and long-term value creation
• Identify customer business and technical needs and align Digital Realty solutions accordingly
• Deliver tailored presentations and proposals in partnership with technical teams
• Maintain accurate pipeline tracking and forecasting in CRM following MEDDPICC methodology
• Identify at-risk accounts and proactively mitigate churn risks
• Generate pipeline through prospecting, cold outreach, and industry networking
• Lead contract negotiations in partnership with leadership, legal, and internal stakeholders
• Leverage global platform capabilities including cross-region collaboration such as EMEA and APAC

Requirements

• 7–10 years of enterprise B2B sales experience, preferably within Financial Services accounts
• Proven success driving new business acquisition and growing existing accounts
• Experience leading cross-functional sales teams in complex deal environments
• Strong background in solution selling within data center, cloud, telecommunications, or related technology sectors
• Experience working with channel and alliance partners on joint sales initiatives
• Demonstrated success engaging and influencing senior executive stakeholders within global organizations
• Strong knowledge of data center, cloud, and network infrastructure industries
• Familiarity with industry trends including cloud adoption and large-scale data growth
• Experience using CRM tools and structured sales methodologies such as MEDDPICC
• Strong communication, negotiation, and relationship management skills

Qualifications

• Bachelor's or Master's degree in business, marketing, or related fields
• 10-15 years sales experience in data center, IT, telecommunications, or network industry
• Proven track record winning large international and SME-level deals
• Experience with multinational organizations or fast-growing start-ups
• Excellent English proficiency (written and verbal)
• Willingness and ability to travel frequently
• Deep industry knowledge and consultative selling skills
• Strong stakeholder management and negotiation abilities
• Collaborative and results-driven mindset

Skills

• Enterprise B2B sales experience
• Strategic account planning and management
• Solution selling in data center, cloud, and network infrastructure
• Consultative selling techniques
• Collaboration with cross-functional teams
• Customer relationship management
• Contract negotiation
• Industry trend analysis
• CRM tool proficiency
• Stakeholder engagement and influence

Benefits

A supportive and inclusive environment where you can bring your whole self to work. Opportunities for development and a rewarding career.

Pay

$130,000 – $160,000 base salary annually

Schedule

Hybrid