Senior Director, Enterprise Solutions - Northeast

Digital Realty•New York, NY

About The Position

The Senior Director, Enterprise Solutions is responsible for leading and motivating a high‑performing sales organization focused on driving new revenue through the sale of colocation and connectivity services. This leader will identify, develop, and expand relationships with both existing customers and new logo prospects. The position provides strategic direction and hands‑on leadership to sales and support teams, coordinating account development efforts from initial concept through deal close. Success in the role requires developing compelling value propositions, building sound business cases, and leading complex negotiations—including commercial terms and conditions—that result in successful sales. The role is fully accountable for delivering profitable growth and maximizing the company’s financial outcomes by securing high‑quality, sustainable business.

Requirements

7-10 years of experience leading a team of Account Executives focused on C-Level selling in a highly complex multinational/multicultural environment within the Data Center, Telecom & IT industry and recognized as an industry expert in multiple areas of expertise and deal closing.
Demonstrable success in elevating sales revenue in a similar business environment.
Ability to assess client business issues, requirements and budget constraints and prescribe solutions.
Comfortable working at the C-Level both with clients and internally.
Strong communicator who must be able to articulate, document and present concepts, ideas, figures, action plans, etc.
Ability to communicate a clear message in a professionally tactful manner at all levels.
Must be able to analyze complex problems and present straightforward solutions.
Must be able to make decisions within a matrix structure.
Self-motivated, independent resourceful and adaptable.
Bachelor’s degree or equivalent experience
Strong business background operating in a highly complex multinational and multicultural environment
Ability to travel up to 50%

Responsibilities

Stimulate profitable revenue growth through acquisition of new business for colocation and connectivity.
Manage assigned account base to overachieve net new Monthly Recurring Revenue targets.
Focus on executive level client contacts in all facets of the client engagement cycle from qualification through enterprise-wide negotiations; Maintain executive contact with account(s), focusing on the establishment and maintenance of a strategic relationship.
Analyze monthly performance of sales funnel, revenue, and other key operating performance indicators.
Develop business plans and strategies to position products and packaged solutions to targeted client base.
Identify new client requirements and communicate them to specified product marketing interfaces.
Ensure that quota bearing sales team has the knowledge, skill, and developmental plans to overachieve in their assigned roles.
Oversee the recruitment of new associates and management of performance improvement plans as required for select associates. Identify and implement action to resolve problems and deficiencies.
Allocate staff to existing and targeted accounts while reviewing account support structure and processes. Identify and implement changes to improve and ensure client satisfaction.
Direct and drive escalations as required.
Ensure DLR corporate policies are respected.
Maintain contact with clients and prospects to ensure services are in line with needs and expectations.
Ensure effective communications between regional staff and other regions, areas and divisions within DLR
Identify potential service delivery, network operation, and product performance issues early.
Gain agreement and implement actions for improvement.
Lead, inspire, and motivate associates while supporting staff in their development and sales plans and activities.
Encourage and maintain competitive analysis and intelligence.