Mid-Market Sales Lead

Job Title: Senior Manager, Commercial Sales - Mid Market

Location: Clifton, NJ

Your Role 

 Digital Realty is seeking an experienced Senior Manager, Commercial Sales – Mid-Market to lead and grow our team of Mid-Market Commercial Sales managers focused on colocation and interconnection services. This leadership role is critical in driving strategic sales initiatives, identifying customer needs, and delivering tailored solutions that foster long-term relationships and revenue growth. We’re looking for a dynamic and results-driven individual with a proven track record in sales, strong leadership abilities, and exceptional coaching skills to build and maintain a high-performing team.

 What You’ll Do

• Lead, mentor, and grow a high-performing sales team, consistently exceeding performance targets and business objectives.
• Recruit, develop, and retain top sales talent while providing ongoing coaching, career development, and performance management.
• Develop and execute a strategic sales plan to expand our customer base and extend the company’s global reach.
• Achieve and exceed sales targets for new Monthly Recurring Revenue (MRR) by building a strong pipeline, articulating value propositions, and delivering winning solutions.
• Manage assigned accounts and territory with a focus on net-new MRR growth.
• Collaborate cross-functionally with Solutions Engineering, Customer & Alliances, Product Management Group, and Marketing to drive customer adoption and reduce churn.
• Establish a strong sales operating cadence around pipeline reviews, forecasting, deal strategy, and execution.
• Analyze sales performance, funnel metrics, revenue trends, and other key performance indicators to inform strategy.
• Identify operational or service delivery gaps and drive continuous improvement initiatives.
• Assess and address knowledge gaps across the team with tailored development plans.
• Promote a consultative, value-based sales culture that aligns with customer needs and business outcomes.
• Cultivate relationships with clients, prospects, vendors, and strategic partners to enhance go-to-market strategies.
• Stay current on industry trends, market shifts, and competitive activity.
• Support corporate initiatives and embody Digital Realty’s core values.

 What You’ll Need

• Bachelor’s degree or equivalent, with 5+ years of relevant sales or sales leadership experience—preferably in the data center, telecommunications, IT, or technology sectors.
• Proven success in consistently exceeding bookings and revenue targets.
• Expertise in lead generation, pipeline development, account management, and accurate forecasting.
• Experience with indirect sales models (e.g., VARs, ISVs, Agents, OEMs).
• Proficiency in solution selling, consultative sales, and target account strategies.
• Strong relationship management skills with executive-level decision-makers.
• Execution-oriented mindset with a focus on results, accountability, and high performance.
• Ability to collaborate cross-functionally and align stakeholders to accelerate deals and enhance customer outcomes.
• Comfortable operating in a fast-paced, team-driven environment with tight deadlines.
• Understanding of colocation, hybrid IT, and cloud architectures (public, private, and multi-cloud) as they apply to enterprise solutions.
• Ability to simplify complex technical solutions and communicate them to both technical and non-technical audiences.
• Excellent written and verbal communication skills; capable of delivering clear presentations and action plans.
• Knowledge of IaaS, SaaS, and private cloud connectivity solutions.
• Strong organizational skills, attention to detail, and analytical thinking.
• Self-motivated, adaptable, and able to thrive independently.
• Experience with MEDDPICC sales methodology preferred.
• Proficiency with Salesforce.com, Excel, PowerPoint, and other sales tools.
• Willingness and ability to travel as needed.