Senior Account Manager

Client Management (New & Existing)

• Target & Attract: Actively pursue new customers globally while building and maintaining relationships to drive business for DLR data centers.
• Revenue Growth: Attract additional business from existing customers and protect current revenue streams.
• Relationship Building: Create and nurture relationships with customers, ensuring consistent engagement and support across geographies and functions.

Sales Process Management

• End-to-End Sales: Oversee the entire sales process, from lead generation to closing deals, ensuring accurate and updated sales data in Salesforce.com.
• Negotiations: Handle commercial and contract negotiations within predefined guidelines, covering aspects like SLAs, pricing, and liabilities

Proactive Revenue Management 

• Account Development: Deepen relationships with key decision-makers to retain and expand revenues, aligned with customer business strategies. 
• Account Planning: Develop and execute annual account plans, conduct regular business reviews, and proactively manage the revenue base. 
• Sales Collaboration: Work closely with global and regional teams to achieve targets and ensure smooth execution of sales initiatives. 

New Business Development 

• Lead Generation: Focus on generating new bookings through proactive outreach and participation in industry events. o Lead-to-Contract Management: Oversee the process from lead generation to final contract agreement, ensuring a thorough and strategic approach.

• Educated to Bachelors/Master’s Level 
• 2+ (Masters) or 5+ (Bachelors) years sales experience 
• Winning large, complex international deals as well as SME type of deals 
• Working with fast growing start-ups & headquartered organizations. 
• Experience in International IT / data center / telco / network industry. 
• Excellent organizational, financial, communication and time management skills 
• Fluent in English, both in writing and verbally.
   

• Negotiation skills (creative in solutions, but protect company’s interest) 
• Stakeholder Management 
• Collaborative personality (work with colleagues in 11 countries + HQ) 
• Outstanding communication skills, written, verbal and interpersonal. 
• Great story-telling skills; crafting the right messages for disparate audiences, providing & listening for clarity.
• Ability and willingness to travel 
• Travels with an average of 2.5 days per week (sometimes 1-2 weeks from home) 
• Experience of selling globally