Senior Director, Enterprise Solutions - Northeast

About the role

The Senior Director, Enterprise Solutions is responsible for leading and motivating a high-performing sales organization focused on driving new revenue through the sale of colocation and connectivity services. This leader will identify, develop, and expand relationships with both existing customers and new logo prospects. The position provides strategic direction and hands-on leadership to sales and support teams, coordinating account development efforts from initial concept through deal close.

Responsibilities

• Stimulate profitable revenue growth through acquisition of new business for colocation and connectivity.
• Manage assigned account base to overachieve net new Monthly Recurring Revenue targets.
• Focus on executive level client contacts in all facets of the client engagement cycle from qualification through enterprise-wide negotiations;
• Maintain executive contact with account(s), focusing on the establishment and maintenance of a strategic relationship.
• Analyze monthly performance of sales funnel, revenue, and other key operating performance indicators.
• Develop business plans and strategies to position products and packaged solutions to targeted client base.
• Identify new client requirements and communicate them to specified product marketing interfaces.
• Ensure that quota bearing sales team has the knowledge, skill, and developmental plans to overachieve in their assigned roles.
• Oversee the recruitment of new associates and management of performance improvement plans as required for select associates.
• Identify and implement action to resolve problems and deficiencies.
• Allocate staff to existing and targeted accounts while reviewing account support structure and processes.
• Identify and implement changes to improve and ensure client satisfaction.
• Direct and drive escalations as required.
• Ensure DLR corporate policies are respected.
• Maintain contact with clients and prospects to ensure services are in line with needs and expectations.
• Ensure effective communications between regional staff and other regions, areas and divisions within DLR.
• Identify potential service delivery, network operation, and product performance issues early.
• Gain agreement and implement actions for improvement.
• Lead, inspire, and motivate associates while supporting staff in their development and sales plans and activities.
• Encourage and maintain competitive analysis and intelligence.

Requirements

• 7-10 years of experience leading a team of Account Executives focused on C-Level selling in a highly complex multinational/multicultural environment within the Data Center, Telecom & IT industry and recognized as an industry expert in multiple areas of expertise and deal closing.
• Demonstrable success in elevating sales revenue in a similar business environment.
• Ability to assess client business issues, requirements and budget constraints and prescribe solutions.
• Comfortable working at the C-Level both with clients and internally.
• Strong communicator who must be able to articulate, document and present concepts, ideas, figures, action plans, etc.
• Able to analyze complex problems and present straightforward solutions.
• Able to make decisions within a matrix structure.
• Self-motivated, independent resourceful and adaptable.
• Bachelor’s degree or equivalent experience.
• Strong business background operating in a highly complex multinational and multicultural environment.
• Ability to travel up to 50%.

Qualifications

• Experience in a similar business environment.
• Proven track record of driving revenue growth.
• Strategic thinking and negotiation skills.
• Excellent communication and presentation skills.
• Ability to work independently and as part of a team.
• Strong analytical and problem-solving skills.
• Ability to manage multiple priorities and deadlines.

Skills

• Strategic thinking and negotiation skills.
• Excellent communication and presentation skills.
• Ability to work independently and as part of a team.
• Strong analytical and problem-solving skills.
• Ability to manage multiple priorities and deadlines.

Benefits

This role offers a comprehensive benefits package including medical, dental, vision, life and AD&D insurance, 401k match, disability benefits, wellness and education benefits, employee stock purchase plan, paid time off, holidays, and more.

Pay

$165,000 to $225,000 per year.

Schedule

Full-time position.