Principal Data Centers

About the role

The Solutions Development Principal is an executive level sales position with primary responsibility for driving revenue growth among clients in a geographic region or specific industry segment. The target candidate has delivered successful selling outcomes using structured sales processes and tools such as Miller Heiman and Salesforce.

Responsibilities

• Leverage external relationships while collaborating with the Business Development team to identify and develop a strong roster of prospects (close new business within 18-24 months) and a robust pipeline of targets (future new business to be closed beyond 2 years)
• Demonstrate professional eminence and leadership within industry organizations to further advance the recognition of JLL as a leader in Commercial Real Estate solutions
• Develop a thorough understanding of JLL’s broad capabilities to meet client needs, recognizing opportunities to expand the client share of wallet by partnering with business and service line leaders
• Lead a client pursuit team to develop, sell and contract a comprehensive outsourcing solution to meet the client’s requirements. Collaborate with our Markets and JLL Technologies colleagues and other Work Dynamics team members to deliver the full value of ONE JLL
• Use our sales tools, including the Miller Heiman Blue Sheet, lead comprehensive discovery processes to uncover client business objectives, real estate challenges and operational requirements, leveraging structured methodologies to develop deep understanding of client priorities and decision-making criteria
• Design deal terms to achieve target margins, developing pricing strategies and contract structures that optimize profitability while remaining competitive and limiting risk
• Develop and execute growth strategies for clients, including aligning strategic objectives, target setting, identifying pursuit opportunities, and managing the client onboarding processes
• Execute negotiation strategies in contested sales environments, protecting JLL's interests while demonstrating flexibility and commitment to client partnership, securing winning positions while maintaining pricing discipline
• Lead contract negotiations with support from JLL’s legal team to maximize profitability and appropriately manage risk to the firm
• Exceed annual revenue quotas while meeting target margins
• Maintain accurate sales reporting information in Salesforce while following JLL’s robust sales and solution processes using its proprietary tools
• Qualify incoming deals and set win strategies in collaboration with business leaders and peers. Develop win themes and commercial strategy early in the process to ensure deal terms achieve target outcomes. Support the professional development of Executive Directors and Year 1 Principals, to ensure a collaborative and continuously improving team

Requirements

• 15+ years proven experience as sales executive or role requiring outstanding business development and leadership skills
• Proven capabilities in developing solutions for global, Fortune 500 companies with expertise in outsourcing solutions (preferably in commercial real estate)
• Exceptional track record in developing opportunities and closing deals
• The target candidate has delivered successful selling outcomes using structured sales processes and tools such as Miller Heiman and Salesforce
• Extensive career experience in real estate operations and/or outsourcing account relationship management strongly preferred
• Successful track record of achieving immediate credibility; presenting varying ideas to create value and challenge the status quo; and able to think quickly, listen well, and understand how to react and modify approach in front of clients and other key influencers
• Possess high emotional intelligence to read client aspirations, manage relationship dynamics and respond appropriately to stakeholder needs while remaining dedicated to ensuring excellence in delivery through win/win outcomes
• Dedicated to exceeding client’s expectations, ensuring excellence in delivery are achieved through the right solution, delivering win/win outcomes

Attributes

• Passion to Win – wakes up every day thinking about how to engage new clients and beat the competition
• Exemplary executive presence – has the gravitas and sophistication to appropriately command the room both internally as a leader and more importantly externally with clients
• Strategic mindset – able to see big picture and future direction of the business, then translate into achievable new business development opportunities
• Influential – persuasive yet instills confidence among stakeholders, gravitas to drive change and obtain results in a high-performance culture
• Connector – can bring together various constituents across the organization to help drive client solutions
• Thrives in Ambiguity- can navigate through a complex, multi-faceted organization with multiple stakeholders