Account Director - Sales - IT Infrastructure (15-20 yrs)

Responsibilities:

- Lead and manage the entire sales cycle for high-value national accounts, from initial contact through qualification, proposal development, negotiation, and contract closure.

- Develop and implement comprehensive account plans tailored to maximize revenue generation and exceed ambitious sales targets.

- Cultivate and nurture strong, long-term relationships with key decision-makers within assigned accounts, providing strategic guidance and exceeding client expectations.

- Identify and qualify new business opportunities within existing accounts, driving expansion and upselling of our data center colocation and IT infrastructure solutions.

- Conduct in-depth needs assessments and deliver compelling presentations that effectively communicate the unique value propositions of our offerings.

- Manage and mentor a team of Sales Representatives (if applicable), providing coaching and guidance to ensure their success.

- Monitor and analyze key account performance metrics, identifying trends and opportunities for growth and upsell.

- Participate in strategic planning initiatives to ensure alignment with overall sales goals and industry trends.

- Stay abreast of industry dynamics, including emerging technologies and competitor activity, to maintain a competitive edge.

- Travel as needed to meet with clients and build strong relationships (mention frequency if applicable).

Qualifications:

- Preferred: Bachelor of Engineering (BE) degree with a Master of Business Administration (MBA) or equivalent qualification.

- Minimum of 15 years of experience in B2B sales leadership, with a proven track record of exceeding sales targets and managing high-value accounts within the data center colocation and IT infrastructure industry.

- Demonstrated success in developing and implementing strategic account plans that drive significant revenue growth.

- Strong understanding of sales methodologies (e.g., MEDDIC) and the ability to tailor them to complex B2B sales environments.

- Excellent communication, presentation, and negotiation skills with the ability to influence key decision-makers.

- Proven ability to build strong, long-term, and trust-based relationships with clients at all levels.

- In-depth knowledge of the data center colocation and IT infrastructure market, including trends and customer challenges.

- Proficiency in CRM software and sales tools (mention specific tools if relevant).

- Strong analytical and problem-solving skills with a data-driven approach.

- Execution focus: The ability to manage multiple stakeholders efficiently and prioritize tasks in a dynamic environment.

- Exceptional interpersonal and communication skills with a collaborative approach.

- Self-motivated and proactive with a strong sense of commitment and high work ethic.

- Openness to travel as required to meet with clients and build relationships