Mid-Market Sales Lead

Digital Realty-posted 3 days ago
Full-time • Mid Level
Clifton, NJ
1,001-5,000 employees
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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.

  • 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.
  • 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.
  • Proficiency with Salesforce.com, Excel, PowerPoint, and other sales tools.
  • Willingness and ability to travel as needed.
  • Experience with MEDDPICC sales methodology preferred.
  • Digital Realty offers its employees a highly competitive compensation package, excellent benefits, and an environment that recognizes and rewards your contributions.
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