Sales Engineer

Published
May 6, 2022
Location
Santa Clara, CA
Category
Sales  
Job Type

Description

Overview

POSITION:
Sales Engineer

OPPORTUNITY SNAPSHOT:

This position offers you the opportunity to join the world's leading data center experts:

  • We are the largest wholesale data center provider in the world.
  • We work with the biggest customers.
  • You'll gain broad exposure to the data center business, expanding your knowledge of design & construction, operations, asset management, property management and other areas.
  • You'll join a seasoned team in Solutions Engineering and work with recognized industry leaders on this and other Digital Realty teams.
  • You'll enjoy the most diverse career options in a strong-growth organization.

WHAT ROLE WILL BE DOING:

You will become part of our larger Solutions Engineering team. You will support the sales team in technical sales solutions in your region and be involved almost from the beginning of any sale. We have a Property Management team on site, and you'll need to develop strong working relationships with this group, as well as with the Design and Construction team. At any given time you will be contributing to multiple sales efforts at various stages with an emphasis on retail colocation business. While it can vary, a typical sales cycle looks like this:

  • You will lead efforts to respond to RFPs.
  • Conduct a tour of one of our data centers, providing technical information.
  • You'll support lease negotiations by (1) interpreting the lease to ensure the terms match with the technical specs and (2) supporting pricing efforts, including estimating move-in, power, materials, and other costs.
  • Once the lease is signed you will coordinate the transition to our post sale implementation team to build what you've designed for your customer.
  • More specifically, you will:
  • Support sales teams in technical sales and solutions in all markets.
  • Direct prospect engagements, including leading building and site tours, sales calls and proposal generation, and pricing and contract negotiations.
  • Support the Solutions Architecture team on the opportunity and develop the physical requirements to implement the solution.
  • Act as the primary input channel for operations from sales teams.
  • Evaluate customer needs, and then design and present a preliminary solution.
  • Serve as primary responder for all customer RFPs.
  • Develop cost-engineering and profitability models for large customer opportunities.
  • Support Design and Construction Teams in regional markets.
  • Provide input, support and essential \"local knowledge\" for construction projects.
  • Act as a subject matter expert related to the infrastructure, nuances and pitfalls associated with assigned buildings.
  • Generate sales leads through professional contacts and networking.
  • Participate in forecasting, pipeline and market analysis.
  • Liaise with the professional community, including attending technical forums and presenting papers at industry events.
  • Monitor and evaluate trends in prospect, customer and target tenant base.

You will spend a good deal of time out in the field. You can also expect to be called upon to support data centers in other markets as needed. Most travel will involve day trips, but you should be prepared to travel overnight about 25% of the time.

Note: this description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.

WHAT THE ROLE REQUIRES:

To be a good fit for this opportunity you will have:

  • 3-5 years of solid experience in a B2B sales environment, preferably in telecommunications, networking, internet, data security, hosting, high tech facilities or related fields.
  • Customer-facing skills preferably developed in a sales or sales engineering role, and a demonstrated ability to talk with big data / power users intelligently about data center or similar solutions.
  • Technical savvy and a basic understanding of power, cooling, and IT infrastructure needs.
  • Proven project management skills.
  • Expert application software skills including MS Word, MS Excel, Visio; AutoCAD, Six Sigma CFD modeling and Adobe Acrobat.
  • The ability to:
    • Grasp big picture requirements and translate them into detail-level specifications.
    • Comprehend, analyze, and interpret complex project documents.
    • Apply installation standards and project tracking / management documents.
  • A bachelor's degree, ideally in an analytical field like engineering.
  • Just as important as your experience and skills will be the following characteristics and competencies:
  • A strong commitment to delivering excellent customer service to customers and co-workers.
  • The ability to:
    • Learn and apply technical and business concepts quickly.
    • Effectively respond, verbally or in writing, to sensitive issues, complex inquiries, or complaints.
    • Make effective presentations and respond to questions from groups of managers, clients, customers, and the general public.
    • Work well under pressure and take a proactive approach to unusual occurrences.
  • Good organizational skills, attention to detail and openness to new ideas and procedures.
  • Preferred but not required:
  • Product management experience in the IT infrastructure industry.
  • Consulting experience in the areas of IT, networking, or data centers.

Digital Realty cares about the health and safety of its workforce, customers, and vendors. Except in limited circumstances where an employee is legally entitled to an accommodation, Digital Realty requires all new hires to be fully vaccinated by their start date as a condition of employment.

WHAT WE OFFER:

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.

This is an exciting time to join our business so apply now and make your mark on our future.

WHO WE ARE:

Digital Realty supports the world's leading enterprises and service providers by delivering the full spectrum of data center, colocation and interconnection solutions. PlatformDIGITAL®, our global data center platform, gives customers a reliable foundation for scaling their digital business and efficiently managing data gravity challenges. The size and scale of our business puts us in a unique position to offer customers access to 290 facilities in 49 metros across 24 countries and six continents.

Technology Innovation

Our Technology Innovation team strives to innovate alongside our customers and empower their businesses to thrive. We work closely with our customers
to develop insights-based, data-driven technical solutions and differentiated value propositions on PlatformDIGITAL® across the world. Operating in almost 50 cities globally means we understand how rapidly the world is evolving, so we've built a best-in-class development model to qualify, package; and enable cloud to core to edge hybrid IT solutions. Our deep technical heritage, combined with our global footprint, means the Technology Innovation team can create and deploy services and solutions that are at the heart of the digital economy.

Digital Realty is an equal opportunity employer. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

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.

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