Job Description
Position Title: Director Strategy and Business Development - Service Providers, AMERS
Location: Austin, TX
Your role
The Strategy & Business Segments Service Provider (SP) team is a market and customer centric team of Strategy and Business Development professionals, who identify the target customers, set the mid- and long-term goals and objectives, define the plan to achieve these and orchestrate the resources to build the leading SP ecosystem in the markets where we operate, to increase the attractiveness of PlatformDIGITAL and land the enterprise (hybrid) opportunity.
What you'll do
The Service Provider business segment contains all relevant global, regional, and national Hyperscale, B2B Cloud, System Integrators and OEMs, Digital Media and Network Service Providers. Digital Realty's strategy is to build leading connected data communities in our target customer segments, to provide maximum value to both our customers and shareholders. In this context the Hypserscale & B2B Cloud customer segment is an important opportunity and enabler for future business growth, and we are addressing this with a focused sales and marketing approach. These customers bring strategic capabilities to our datacenters which act as the foundation to attract and grow other customer communities.
Customer Intimacy
Customer intelligence and engagement

• Leads with insight and deep understanding of the customer's business model and strategy
• Specifically in this role, customers include
  • Hyperscale customers such as Amazon Web Services, Microsoft, Salesforce
  • Selected Priority Next Tier Platforms
• Gathers and analyses information regarding customers, and their details and activities, to build deeper and more effective customer relationships and improve business decision-making
• Engages directly with customer contacts across various departments/functions, primarily focused on Business Planning, Product Management, DC/network infrastructure planning, Solutions Engineering.
• Develops a deep understanding of B2B Cloud customers and their datacenter requirements

Programmatic and Customer led business development
Customer strategy and business development

• Build account strategic plan(s) in close cooperation with sales for subset of strategic accounts
• Develops go to market strategy plans for the subsegment of B2B Cloud accounts
• Set mid to long term goals and objectives for the (sub)segment and the specific accounts
• Orchestrate capital and human resources across business functions to drive long term business results
• Understand the competition, capabilities and approach to effectively compete
• Drive commercial strategy (e.g. pricing) and solutioning (e.g. product positioning, value proposition)
• Create, develop and evolve compelling value propositions for chosen sub-segments and customers
• Support sales in developing and closing strategic opportunities

Contribute to setting the overall Business Segment strategy

• Understand and define the market: trends, activity, workflows in the industry, business drivers, target sub-segments, target customers, competition; and define the business opportunity for Digital Realty
• Customer targeting; select and prioritize named accounts which are believed to create the highest value and contribution to achieving our goals and objectives
• Business Intelligence & Analysis: Gather and use business intelligence and market data to support strategy and broader marketing and business development activities
• Customer insights: In depth customer / segment analysis to understand the applications deployed in our data centres, the opportunity to grow key accounts and the value of key customers

Supporting Horizontal functions Market Strategy, Market Development and Solution Innovation
Drive and inform strategic market plans for relevant existing and new markets

• Provides customer and business segment intelligence which impact on the mid and long term plans
• Develop business cases to support the strategy and enables decision making, including market sizing, forecasting and Digital Realty opportunity, definition of resource requirements etc.
• Inform prioritization of investments in existing and new markets
• Definition of metrics and measurement of success
• Tracking and reporting on progress against objectives

What you'll need

• Intimate understanding of the customer's business strategy, products, applications
• Understanding of the B2B Cloud Service Provider industry: language, technology deployed, problems, strategies, workflows, value chain, infrastructure and business requirements.
• Access to network of contacts of industry experts, customers, suppliers, partners at influencing and decision making level
• Ability to carry on credible conversations with executives and specialists within the customer on cloud technology, datacenter and network infrastructure planning
• Significant work experience and track record of delivering results in business development, product marketing or strategic selling role in IT and / or Telecommunications industry
• Fluent in English both written and spoken
• Additional languages Spanish, French, German would be advantageous but are not essential
• Degree required; MBA or University Degree in applicable discipline
• Proven ability to articulate clear value propositions and negotiate complex agreements in multinational setting
• Flexibility to travel internationally

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 Realty, please visit digitalrealty.com or follow us on LinkedIn and Twitter.
A bit about our Digital team
Business Development
Our Business Development team is at the forefront of our continuing growth. We use our different market sector insights to develop effective sales strategies and work with the Sales team to implement them. Our team plays an integral part in forming long-term relationships with customers around the world, by identifying opportunities that add value and demonstrating how our solutions can meet their needs.
What we can offer you
Our rapidly evolving business sector offers the opportunity to be part of a courageous and passionate team who work together to understand and meet the changing needs of our global customers.
Join us and you'll be part of a supportive and inclusive environment where you can bring your whole self to work. As part of our team, you'll get to work with people from different business areas, challenge the way we do things and put your ideas into action. We'll also give you plenty of development opportunities so you can build a rewarding and successful career with us.
Our Compensation Philosophy
Digital Realty offers its employees a highly competitive compensation package, excellent benefits, and an environment that recognizes and rewards your contributions. Central to our compensation philosophy is rewarding our employees for achieving the values and objectives aligned to the company's overall goals and values.
Our published pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and geographical location. Individual pay is based on additional factors including but not limited to job-related skills, experience, and relevant education and/or training. Moreover, an employee's total compensation package varies by role and may include salary, cash bonus or commissions, and equity awards not quantified below.
Benefits: For this role, Benefits include medical, dental, vision, life and AD&D insurance, 401k match, disability benefits, wellness and education benefits, employee stock purchase plan, paid time off, holidays, and more.
This is an exciting time to join our business so apply now and make your mark on our future.
Notes:
The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.
Digital Realty is an equal opportunity employer, EOE/AA/M/F/Vets/Disabled. All applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability or protected veteran status, or other status protected by law or Company policy.
Digital Realty is a publicly traded company (NYSE: DLR) with investment grade ratings from all three major ratings agencies.
Please do not forward unsolicited resumes to any employee of Digital Realty and its subsidiaries. Digital Realty is not responsible for any fees related to unsolicited referrals.