The Global Account Director is responsible for identifying and closing new Hyperscale opportunities, managing the customer relationship, and growing CyrusOne's presence within the client/account. The Global Account Director will provide insights and recommendations to support the client's strategic initiatives.
Essential Functions:
- Prospect, qualify and close technical solution sales with the named Hyperscale accounts, typically one to five key accounts.
- Work with the customer to identify underlying causes of customer's business problems and recommend the appropriate solutions.
- Manage sales activities for assigned named accounts.
- Responsible for significant key client relationship management and development.
- Responsible for the strategy for strategic accounts and ensures the strategy execution.
- Manage intermediate, technical sales with highly varied business applications.
- Develop customer presentations and lead customer meetings.
- Consistently achieve targeted sales objectives.
- Build and manage account plan for targeted accounts.
- Develop clear, specific, action-oriented account plans to develop large accounts.
- Prospect, qualify and close complex, technical solution sales.
- Manage the client engagement cycle from prospecting, to proposal through to closing and contract signature, including the negotiation of complex contractual terms and conditions with new clients.
- Ability to understand hyperscale data center needs, define requirements and customize solutions for a variety of organizations.
- Keeps Salesforce updated and follows sales processes for orders as set by department.
- Other duties as assigned.
Minimum Requirements:
- Proven successful sales experience.
- Excellent presentation and verbal and written communication skills.
- Must be able to work in a team environment.
- Must be able to set goals and develop a business plan.
- Must be self-motivated and activity/performance driven.
- Must be able to learn the solution sales cycle.
- Must be able to effectively use sales automation tools, applications software and equipment to manage the sales/service process.
- Excellent communication skills, both verbal and written. Must be able to effectively communicate to Executives both within and outside the company.
- Must be willing to learn and adapt as new products are developed.
- Data Center sales (shell, build-to-suit, collocation, managed services and professional services) experience required.
- Successful track record of selling high profile solutions to global hyperscale data center clients.
- Experience managing a global customer with key stakeholders around the world.
- Proven ability to work well as part of an extended sales team as well as cross functionally within a global organization.
- Strong solution selling skills, including extensive experience calling on key executives in large accounts.
- Strong knowledge of the IT industry.
Experience/Skills: This position requires 10 years' successful data center sales experience, with a minimum of 5 years of successful Hyperscale account leadership. Requires previous experience selling to C-level decision makers in respective business market and proven successful sales experience in an IT consulting sales environment.
Education: Bachelor's Degree required, MS or MBA preferred.
Work requirements: Travel as required.
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