Senior Account Manager

Position Title: Senior Account Manager

Location: Phoenix, AZ

Your role 

As a Sr. Account Manager in an acquisition role, you will be responsible for sourcing opportunities through your direct efforts and the Channel leads. With a focus on solution selling, you’ll work with your customers and colleagues to drive customer initiatives across our global platform. 

What you’ll do 

• Plans, builds, and maintains relationships with key partners in assigned accounts/prospects.
• Facilitates customer relationships to ensure timely resolution of customer issues.
• Conducts quarterly business reviews with customers to identify and develop new selling opportunities.
• Coordinates sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliance, etc.)
• Demonstrates consistent intra-region selling and occasional cross region exports.
• Uses network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts.
• Research and document detailed understanding of customer business and organizational landscape on select accounts.
• Develops account plans focused on maintaining/growing accounts.
• Identifies customer’s business needs, challenges, and technical requirements to match to Digital Realty solutions in partnership with SEs/SAs
• Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs.
• Proven proficiency of Digital Realty product set and solutions
• Sells full suite of Digital Realty offerings to include global footprint.
• Uses external partners to drive solution development in new areas/prospects.
• Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting.
• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives.
• Provides accurate forecasts.
• May focus on a particular vertical or sub-vertical within a dedicated sector.
• Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification.
• Pursues the highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts.
• Facilitates commercial offer and contract negotiations in partnership with Sales Management, using internal resources as needed to obtain best commercial terms possible.
• Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure.
• Open to guidance from leadership and more senior Account Executives

What you’ll need

• At least 7-10 years of quantifiable experience in direct Enterprise account sales and management.

• Experience in leading cross-functional teams to deliver unique customer, prospect, and partner experiences.

• Accomplishments in building relationships and joint selling initiatives with Channel & Alliance partners.

• Skilled in Enterprise/B2B solution selling and relationship management.

• Accomplished in new logo acquisition sales in the colocation, cloud solutions, IT services, telecommunications, or related technology vertical.

• Demonstrable experience in C-Level selling and C-level relationship development within global clients operating complex, matrix-driven structures.

• Exceptional knowledge of big data trends (Data Gravity, Internet of Things, Artificial Intelligence, Cloud Adoption).

• Bachelor’s Degree Required

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