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Position Title: Senior Director, Enterprise Solutions (Northeast)
Location: New York, NY
Your 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. Success in the role requires developing compelling value propositions, building sound business cases, and leading complex negotiations-including commercial terms and conditions-that result in successful sales. The role is fully accountable for delivering profitable growth and maximizing the company's financial outcomes by securing high-quality, sustainable business.
What you'll do

• 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.

What you'll need

• 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.
• Ability to communicate a clear message in a professionally tactful manner at all levels.
• Must be able to analyze complex problems and present straightforward solutions.
• Must be 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%

A bit about us
Digital Realty brings companies and data together by delivering the full spectrum of data center, colocation and interconnection solutions. PlatformDIGITAL®, the company's global data center platform, provides customers with a secure data meeting place and a proven Pervasive Datacenter Architecture (PDx®) solution methodology for powering innovation and efficiently managing Data Gravity challenges. Digital Realty gives its customers access to the connected data communities that matter to them with a global data center footprint of 300+ facilities in 50+ metros across 25+ countries on six continents.
To learn more about Digital Realty, please visit digitalrealty.com or follow us on LinkedIn and Twitter.
A bit about our team
Sales
Our Sales team is at the sharp end of our business, securing new customers from network and cloud service providers through to all kinds of major global and regional enterprises and local businesses. We help identify the objectives of our customers and enable them to succeed by combining our strategic knowledge of the industry, technical knowledge of our global data center platform, PlatformDIGITAL®, with our ability to develop strong partnerships.
What we can offer you
Our rapidly evolving business sector offers the opportunity to be part of a courageous and passionate team who work together to understand and meet the changing needs of our global customers.
Join us and you'll be part of a supportive and inclusive environment where you can bring your whole self to work. As part of our team, you'll get to work with people from different business areas, challenge the way we do things and put your ideas into action. We'll also give you plenty of development opportunities so you can build a rewarding and successful career with us.
Apply today, take charge of your career and grow your talents with us.
Health and Safety
Safety isn't just a priority here at Digital; it's critical to everything we do. Safeguarding lives, protecting assets, and securing data aren't just ideals - they're essential pillars of our commitment to excellence for our people, our partners and our customers. We have a culture of care where every member of Team Digital embraces a relentless pursuit of working safely across Digital Realty. Together we are Safely Powering Progress.
Our Compensation Philosophy
Digital Realty offers its employees a highly competitive compensation package, excellent benefits, and an environment that recognizes and rewards your contributions. Central to our compensation philosophy is rewarding our employees for achieving the values and objectives aligned to the company's overall goals and values.
Our published pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and geographical location. Individual pay is based on additional factors including but not limited to job-related skills, experience, and relevant education and/or training. Moreover, an employee's total compensation package varies by role and may include salary, cash bonus or commissions, and equity awards not quantified below.
Compensation range: $165,000 to $225,000. This compensation range represents the Company's good faith belief as to what it will pay as a base salary for this position at the time of this posting.
Benefits: For this role, Benefits include 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.