Sitting within the DCS Commercial Sales Team, reporting to the Head of Direct Sales, the primary purpose of this role is to support the creation of sales opportunities by using technical expertise of the Data Centre industry. Focussed on the customers that are looking for Data Centre services in Spain or companies that are based in Spain but requesting DC space outside. This role will be focused on seeking out new logos and opportunities for our Data Centres in the region. The ideal candidate is a “hunter” type induvial with the a proactive, self-driven and commercially creative approach
Understand requirements of customers and different market sectors and translate them into coherent sales plans for existing and new Colt Data Centre sites.
Maintain a high level strategic evaluation of the DCS business versus the competition using industry-recognised benchmarks for performance at both company and site level.
Analyse the Data Centre Services market place at both macro level and in respect of specific opportunities.
Tenaciously building a strong pipeline of New Business. Seeking out New Logos and opportunities in the market and developing existing accounts.
Prospecting and creating new opportunities in the market; Drive sales through new logos
Key Sales Specialist Activity: Customer presentations and product updates; Diverse prospecting activities; Create technical sales plan/strategy for customers and New Business; Forecast /opportunity qualification and tracking; Sales proposal writing and management; Determine deal pricing strategy and own the P&L design of an opportunity (for large opportunities);Drive contract negotiations to closure;
As a secondary priority the role will be on working with the existing customer base by leading follow up within an existing contract and up-selling
Feed strategic insight into both Product and Marketing functions, so that Colt DCS’ offer addresses the markets with greatest opportunity.
Acts as a DCS ‘spokesperson’ to relevant stakeholders, e.g. business analysts, customers. Constantly building a network across the industry.
Build and maintain cross-functional relationships with other internal teams and divisions within Colt – if appropriate - (e.g. Voice Services, Network Services) to support customer satisfaction, retention and growth.
Collaborates and proactively engage with ‘virtual teams’ across the Line of Business e.g. Pricing, Bid Management and Technical Pre-Sales
Skills & Experience:
Experience in a sales specialist role with understanding of the industry sector and product.
Proven experience building and maintaining a healthy pipeline.
Able to demonstrate a strong performance track record.
Creative around commercial models and pricing.
Fluent in Spanish and English a must; other European language will be highly beneficial - both written and spoken.
Diligent in their approach ; timely and accurate data inputting
Strong cultural awareness of the different approaches required for C-level interaction in different geographical locations across the region
An entrepreneurial approach with proven end-to-end experience in growing a brand business in the region from Sales through to Delivery.