Market Account Director

About the Position

The Market Account Director will be responsible for the sales execution of the short and long term sales pipeline within the region. This will include new prospect identification and engagement of ‘C Suite’ executives and development of existing executive relationships to further revenue opportunities. The Market Account Director will work closely with sister sales organizations, the executive team, strategic alliances, marketing and regional sales leaders to build and execute a local sales strategy that takes advantage of industry and regional trends leading to long term revenue impact. This role is chartered with driving a cohesive sales strategy within a region and build a stronger vision, strategy and the business processes needed for success.

Responsibilities

• Develop existing pipeline and new business opportunities within the region focused on colocation, interconnection and IaaS platform sales
• Engage senior decision makers (including C level executives), customer influencers, end-users and ecosystem partners to advance sales pursuits
• Manage and lead a globally dispersed deal pursuit team which will include sales executives and sales support
• Review and analyze market opportunities and evaluate competition and technology requirements needed to capitalize on opportunities. Understand current and future industry needs in the context of market dynamics to deliver multiyear business deals
• Manage relationships and communications with external customers, internal stakeholders and partners required for a successful deals
• Lead organization through the evolution from selling product (CXD, colocation, interconnection, and managed IT Infrastructure Services) to selling solutions (CXD, Security, Software Defined Security)
• Shape and execute global business development and sales strategy across senior level direct and matrixed cross-functional teams
• Align sales objectives to the corporate strategy and financial performance
• Develop technology requirements and opportunities to internal product and marketing teams
• Identify relevant new business opportunities, ecosystems, partnerships and markets, gathering of market intelligence and design and drive "go-to-market" plans
• Uncover and qualify opportunities that will accelerate and drive growth within the vertical

Qualifications and Experience

• 7-20 years of industry experience in sales leadership role selling Colocation or Cloud Managed Services, technology infrastructure such as network, servers, converged, hyper-converged or other integrated solutions products (CPU, Storage, Networking and Software) or workload automation software
• Ability to position new solutions including innovative on-demand platform (CXD) and security solutions
• Requires strong experience in security and network offerings
• Experience managing deal pursuit teams with a track record of supporting multiple channels and partners
• Requires strong relationships within multiple industries
• Strong track record and demonstrated expertise in developing and maintaining strong industry, professional relationships; prefer ‘C’ level engagement (including CISO)
• This position requires exemplary verbal and written communication skills; strong presentation skills preferred and ability to articulate value proposition and TCO
• Strong sales process and sales leadership skills
• Stakeholder management ability including channel partners
• Relevant technical and industry acumen
• Ability to work independently and deliver measurable results
• Travel required
• Bachelor’s Degree in Engineering, Information Technology or a business-related discipline
• Salesforce or similar CRM tools, Microsoft office skills MS Word, Excel, Power Point and Outlook

Centersquare is an Equal Opportunity/Affirmative Action Employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.