Director, Market & Business Development at Digital Realty in San Francisco, California

Job Description:

Position Title: Director Market & Business Development - AMER
Location: Austin, TX, Dallas, TX, Seattle, WA, Ashburn, VA, Boston, MA, New York, NY, or San Francisco, CA

Your role
The Service Provider and Market Development (SPMD) team is a market and customer centric team of professionals, who identify new target markets and work closely with strategic service provider customers to expand our reach and develop rich connectivity ecosystems. We play an integral role to increase the attractiveness of PlatformDIGITAL and accentuate our value proposition.
SPMD plays a critical role interacting with relevant global and regional cloud, network, content and managed services providers in identifying new markets and building existing market ecosystems. Digital Realty's strategy is to build leading connected data communities to provide maximum value to both our customers and shareholders. The SPMD team focuses on bringing strategic capabilities and customer/partner solutions to our datacenters which act as the foundation to attract and grow our platform.
The Director Market and Business Development role is a key contributor, driving our new market entry analytics and process in the region as well as developing business with a targeted set of strategic "magnetic" customers such as International Carriers, Local Carriers, ISPs, CDNs, MNOs, and Internet Exchanges.

What you'll do
• Communicate DLR's value proposition and vision for the new market to internal colleagues and external customers/partners.
• Support Investment team in the due-diligence and transaction stages of an Acquisition by providing customer and market insights.
• Provide input to Business Case/Investment Committee memo for market entry, specifically related to strategic rationale, go-to-market strategy, connectivity approach, pricing, sales pipeline and fill rate.
• Assess market trends, translate strategic opportunity and lead team and cross-functional initiatives
• Drive and inform market planning and business cases to ensure the timely availability of solutions in the right markets
• Set the long-term goals and objectives for assigned strategic service provider accounts,
• Achieve the goals and objectives by both planning and orchestration with other members as well as own business development activities to achieve these
• Definition of metrics and measurement of success
• Tracking and reporting on progress against objectives

New Market Development
• Contribute to the success of DLR's expansion into new North and South American markets by developing and executing effective go-to-market strategies for specific new cities.
• Conduct market development activity before and after data center is built / acquired.
• Identify, build, and maintain relationships with key customers, suppliers and partners that will enhance DLR's ability to successfully establish communities of interest in new markets.
• Communicate DLR's value proposition and vision for the new market to internal colleagues and external customers/partners.
• Support Investment team in the due-diligence and transaction stages of an Acquisition by providing customer and market insights.
• Provide input to Business Case/Investment Committee memo for market entry, specifically related to strategic rationale, go-to-market strategy, connectivity approach, pricing, sales pipeline and fill rate.

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 prioritized and assigned subsegment accounts
• Sets mid to long term goals and objectives for specific accounts
• Orchestrates capital and human resources across business functions to drive long term business results
• Understands the competition, capabilities and approach to effectively compete
• Drive 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

What you'll need
• Intimate understanding of the customer's business strategy, products, applications
• Understanding of Network Service Provider and OEM/Technology 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 infrastructure technology, data center and network infrastructure planning
• Proven ability to articulate clear value propositions and negotiate complex agreements in multinational setting
• Bachelor's degree; MBA a plus
• Significant business experience in a technology company, ideally in the Wholesale Telecom / Data Centre / Internet provider / content distribution segments.
• Able to persuade and influencing; making a strong personal impression on others and projecting credibly, gaining clear agreement and commitment from others.
• Able to promotes ideas on behalf of self or others, expressing opinions, information and key points of an argument clearly, responding quickly to the needs of an audience and their reaction and feedback
• A strong team player. Able to establishes good relationships with customers and staff, building wide and effective networks of contacts insider and outside the organization, relating well to people at all levels
• Multilingual capabilities a plus

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.

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.