Director, Sales Engineering Dallas, Atlanta
Company: Digital Realty
Posted on: October 19, 2020
Director, Sales Engineering
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Sales & Marketing
Dallas, Atlanta, Chicago
This is your opportunity to take ownership of a high-impact,
high-visibility leadership position with the largest wholesale data
center provider in the world. You'll enjoy working directly with
our customers performing client, tenant and customer-facing
engineering functions in support of customer acquisition, project
installation and custom construction solutions. You'll have cradle
to grave influence as you serve as the liaison between internal
Digital Realty groups and our customers, ensuring projects are
moving as planned and the customer is well taken care of. This is a
wide-reaching role providing ample opportunity to shine. Though you
could be challenged in this position for years to come, if you're
hungry and prove yourself a star, additional advancement
opportunities could become available. In fact, this role is open
because the incumbent was promoted!
It will be your mission to eventually lead a growing technical team
of Sales Engineers. Though your leadership responsibilities are at
the core of this position, you'll make an impact across multiple
functions as you work collaboratively with your peers, act as a
solutions expert, and as the communications hub between
cross-functional internal teams, Sales, and customers. This is a
role for a hands-on leader that cannot be managed purely from a
desk. Not only will you work with your team, you'll leverage your
skill as a Sales Engineer to interact directly with large clients,
understanding their needs from a technical infrastructure
point-of-view, then helping to drive decisions and consensus with
Digital Realty teams including Sales, Design, Construction, Finance
-- all those involved with project delivery. You'll respond
directly to customers, speed the sales process, drive project
delivery, etc. You'll evangelize our message to the market place,
solicit market trends, and deliver the acquired information to
Operations, Design, Planning, Construction---any group who will
benefit from the intel. More specifically, you will:
- Direct prospect engagements, including leading building and
site tours, sales calls, proposal generation, pricing and contract
- Serve as the "hub" for project communication.
- Evaluate customer needs, and then design and present a
- Assist with customer RFPs.
- Develop cost-engineering and profitability models for large
- Act as a subject matter expert related to the infrastructure,
nuances and pitfalls associated with various buildings.
- Act as an "eyes-on" resource and provide support to remote
Design and Construction teams during bid, construction and
- Participate in forecasting, pipeline and market
- Liaise with the professional community, including attending
technical forums and presenting papers at industry events.
- Monitor and evaluate trends in prospect, customer and target
Note: this description is intended to give you a general overview
of the position and is not an exhaustive listing of duties and
The ideal candidate for this role will have experience as a Sales
Engineer in a data center or colocation environment, and a track
record of success in a sales leadership role. To be a strong fit
for the Director, Sales Engineering, you will have:
- 5+ years of relevant experience working with a data center or
colocation provider, OR
- 8+ years working in telecommunications, networking, data
security, hosting, high tech facilities, mission-critical
construction, engineering consulting or other related
- The ability to work directly with customers to understand their
needs, then work cross-functionally with multiple internal
stakeholders to provide a solution including cabinet configuration,
electrical design, cooling strategies and connectivity.
- Exceptional interpersonal and polished presentation skills and
the ability to speak intelligently with big data / power
- Experience and skill leading and motivating a technical sales
- Technical savvy and a solid understanding of at least one of
- Electrical provisioning / configuration.
- Mechanical cooling systems.
- Proven project management skills including experience with
document management and project tracking.
- The ability to work well under pressure and take a proactive
approach in handling issues, providing solutions and/or acting as a
- Good organizational skills, attention to detail and openness to
new ideas and procedures.
- Expert application software skills including, MS Word and
Excel; Visio; AutoCAD; and Adobe Acrobat.
- A bachelor's degree, ideally in Mechanical, Electrical or
Computer Engineering, or the equivalent combination of education
Preferred but not required:
- Experience leading data center / telecom projects, including
coordinating design, subcontractors and construction.
- Experience estimating and tracking costs associated with client
installations or similar projects.
- Familiarity with telecom carrier operations / business
- Knowledge of all applicable rules, laws and ordinances in
performing data / communications projects particular to meet-me
room (MMR) and colocation areas.
In addition to these requirements, you should be willing to travel
between 30% and 50% of the time. Generally, you'll travel every two
to three weeks, spending two to three days away.
Keys to Success
The Sales Engineering team is a tight-knit group of personable and
technically skilled professionals. To earn credibility and gain
respect, you'll need to exhibit confidence and competence and work
collaboratively with your team. Likewise, throughout Digital Realty
you'll build strong relationships and serve as a linchpin, working
directly with the customer and quickly and actively communicating
between all project personnel. There is always a great deal of
internal dialog, and without open communication channels, it will
be impossible to do your job well. For example, you'll work closely
with Marketing, helping with new product branding and ongoing
campaigns. Likewise, you'll interact with the Design team, helping
them understand client specifications and design the best solution.
These are just two of the many areas that you'll touch. To be
successful, you should be detail oriented, but also able to step
back and not get trapped in the details. In other words, you'll
leverage both your tactical and strategic capabilities. As
Director, Sales Engineering, you'll need to be a master at
balancing your management responsibilities with tasks requiring
direct customer interaction and project management skills. It
should be clear by now that this role has a wide-variety of
responsibilities, all of which require exceptional interpersonal
and relationship building skills. If you're not just a delegator,
but a doer and driver willing to get down in the weeds when
necessary and able to build relationships with all of those you
touch, you'll do well in the role and our culture.
Digital Realty: Where the cloud lives and business thrives
We built the global standard for technical real estate, developing
a unique capability to acquire, manage, and scale data center
campuses. Now, Digital Realty is building a unique ecosystem of
open solutions that power customer growth through exceptional
service on a foundation of unrivaled data center expertise. The new
Digital Realty combines unparalleled data center services,
carrier-dense interconnection, real estate acumen, and financial
strength to create unique power of choice and value when and where
our customers need it.
To provide our customers with the trusted foundation for the
To build a network of connected campuses and internet gateways that
become the heart of the internet and cloud, powering growth and
prosperity for customers, employees and shareholders.
Guide our decisions and actions every day-above all else, we value
customers, excellence, talent, teamwork and success.
About Digital Realty
Digital Realty Trust, Inc. supports the data center and colocation
strategies of more than 2,000 firms across its secure, network-rich
portfolio of data centers located throughout North America, Europe,
Asia and Australia. Digital Realty's clients include companies of
all sizes, ranging from financial services, cloud and information
technology services, to manufacturing, energy, gaming, life
sciences and consumer products.
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
Digital Realty Trust is committed to employing a diverse workforce.
We value and actively seek to recruit, develop and retain people
with backgrounds, experiences and perspectives that reflect the
full diversity of our society.
Digital Realty is a publicly traded company (NYSE: DLR) with
investment grade ratings from all three major ratings agencies.
Digital Realty offers a highly competitive compensation package,
excellent benefits, and an environment that recognizes and rewards
Digital Realty is an equal opportunity employer,
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.
Keywords: Digital Realty, Chicago , Director, Sales Engineering Dallas, Atlanta, Sales , Chicago, Illinois
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