Sales Manager

Position and Team
Account Manager
Department

Sales
Region / Location
Seattle or Portland, WA (Hybrid Position)

Job Type: Full-time (Exempt)

About Digital Fortress:

Digital Fortress provides customers with managed cloud and colocation services. As the largest independently owned data center operator in the Pacific Northwest, Digital Fortress focuses on providing the most cost-effective management of distributed workloads across private, public, and managed infrastructures. Digital Fortress is strategically positioned close to top carrier hotels, peering networks, and cloud providers to enhance hybrid IT performance and end-user experiences. Through our diverse network and power infrastructure combined with skilled engineers working 24x7, Digital Fortress delivers highly secure and reliable colocation and managed solutions for the 21st Century. Digital Fortress is proud to offer low-cost energy which is supplied from renewable and sustainable sources such as hydroelectric power plants and wind farms. Hundreds of customers across the world depend on Digital Fortress every day to provide 100% uptime co-location services and a variety of managed IT services.

Smart Hands is a 24/7 on-site, operational on-demand support service for troubleshooting, remote management, and installation of data center clients’ equipment. Smart Hands refers to a team of specialized technicians stationed on-site that can quickly respond to problems that may arise within your data center. Smart Hands Service ensures there’s someone on hand to respond to address problems that might occur with your servers by providing remote management, custom installations, and equipment troubleshooting assistance 24 hours a day, 7 days a week.

Responsibilities

• Meet established sales quota in Managed Services and Colocation products
• Manage territory, opportunity, relationships, and company deliverables to achieve goals
• Work via established processes to coordinate field activities with product delivery and onboarding
• Develop a sales lead pipeline of sufficient size in conjunction with territory-based ecosystem partners
• Quick follow-up and qualification on all company-provided sales leads
• Maintain an accurate pipeline in CRM system
• Provide reporting as requested, prepare for weekly territory review meetings
• Plan communications & travel, to develop productive selling relationships
• Deliver sales and product training to ecosystem channel members in the territory
• Participate with company marketing and product management functions to optimize the offering
• Participate in planning ecosystem outreach/awareness events in support of the corporate marketing plan
• Attend trade shows and conferences as may be required
• Stay within departmental budgets, submit expense records, and comply with company expense policy
• Participate in annual and quarterly planning
• Attend and/or deliver internal training

Skills

• Proven sales production with colocation and managed services
• Understanding of cloud technology, managed services, and IT functions generally
• Ability to maneuver in the buying center, experience with technical, economic, user, and coach roles
• Ability to create business case models that make the case for company products and services
• Ability to generate sales leads and develop opportunities in the territory
• An ability to engage in both analytical and emotional/empathic styles successfully
• An ability to create proposals, presentation materials, and effective communications
• High organizational skills
• Use of personal productivity software and systems
• History of working cross-functionally to get the home organization to do what is necessary to support the territory
• Must be a collaborative team player with the ability to set goals and achieve them with minimal direction
• Must be organized and efficient with excellent analytical skills

Qualifications

• Self-starting, able to work independently
• Thrives in an ambiguous and fast-growing environment
• Background in Data Center and Colocation or similar industry required
• Understanding of managed services: market, competitive offerings, commercial terms,
• 3-7 years of experience in a similar role with demonstrated accomplishment
• Strong network in the region and industry that can accelerate time-to-revenue for the company
• Outstanding written and verbal communication skills in English, the ability to manage conflict, and being flexible with work schedules
• College degree, credits, or equivalent accomplishment/proficiency in organized thinking
• Ability to travel 30% of the time, work outside normal business hours as needed
• Knowledge or previous experience with Salesforce is preferred
• Successful completion of a background check upon being made an offer.