Regional Account Director - Western U.S.

Regional Account Director Location: Western U.S. Position Summary The Regional Account Director will be responsible for achieving sales quota and assigned strategic account objectives for a book of regionally headquartered accounts. This will include new offering identification, proposal generation, and advancement of incremental revenue opportunities. The Regional Account Director will work closely with sales leadership as well as cross functional teams including Partners and Alliances, Product, and Marketing to build and execute an account strategy that leads to long term recurring revenue impact. This role represents the entire range of company products and services to assigned accounts, while leading the customer account planning cycle and ensuring customers' needs and expectations are met by the company. Position Responsibilities • Overall responsibility and ownership of customer account • Responsible for growth of accounts including bookings, revenue, and customer renewals • Engage senior decision makers, customer influencers, end-users, and ecosystem partners to advance sales opportunities • Manage the sales process and uncover and qualify opportunities that will accelerate and drive growth • Review and analyze market opportunities and evaluate competitive and technology requirements needed to capitalize on opportunities; understand current and future industry needs in the context of market dynamics to deliver multiyear business deals • Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period • Proactively assess, clarify, and validate customer needs on a quarterly basis • Build strategic customer relationships, especially with key customer stakeholders, decision makers, and sponsors • Lead accounts through the evolution from consuming products to consuming solutions • Align sales objectives to the corporate strategy and financial performance metrics for the account • Leads solution development efforts that best address customer needs, while providing input into technology requirements and opportunities to involve internal product, engineering, and marketing teams • Identify relevant new business opportunities, ecosystems, partnerships, and markets; gather market intelligence and design and drive "go-to-market" plans for assigned accounts • Achieve set strategic account objectives, sales goals, and quotas on a monthly and quarterly basis Qualifications and Experience • 5+ years of industry experience in account management, business development or sales responsible for selling Colocation, interconnection, and other data center products; experience with managed services, technology infrastructure or other integrated solutions (XaaS) is strongly preferred • 7 years' experience of strategic sales experience in a business to business complex sales environment • A combination of strategic vision for market as well as proven tactical delivery and execution skills • Requires strong experience in customer renewals and reducing churn • Ability to position new solutions for customer accounts • Requires strong relationship building and management skills within multiple customer accounts while achieving revenue growth • Demonstrated expertise in developing and maintaining industry and professional relationships; prefer 'C' level engagement • This position requires exemplary verbal and written communication skills; strong presentation skills and ability to articulate value proposition • Strong sales process skills and working across function including sales support teams • Relevant technical and industry acumen • Ability to work independently and deliver measurable results • Some travel required • Bachelor's Degree in Engineering, Information Technology, or a business-related discipline • Salesforce or similar CRM tools, Microsoft office skills MS Word, Excel, Power Point and Outlook Centersquare is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status. This employer will not sponsor visas for this role.