Global Account Director

**Overview**

**Summary**

A strategic, seasoned, business and commercial executive to be the APAC regional sales lead for a select number of Digital Realty’s most strategic Hyperscale customers. The role is focused on managing the customer; understanding their key drivers; offering deep commercial insight; and helping to achieve mutual strategic business objectives; thus, developing a long-term customer relationship and loyalty. Moreover, ensuring achieving appropriate rates of return on projects, growth targets, churn mitigation and long-term customer satisfaction are appropriately developed and achieved within defined account plans, business cases, and overall objectives.

The individual is responsible for identifying and engaging with C-Level executives and all levels of contacts within the customer, as well as liaising with Digital Realty colleagues to ensure full execution of the strategic account plan are developed and achieved. This person will work in concert with the Account lead based near the customer HQ in the United States, but will need to work with autonomy in order to execute the region-based strategy.

This position is an important driver in the achievement of the company’s business objectives and position in the marketplace. This position works across geographies and functions mobilizing Digital Realty’s resources to realize both the strategic company and customer objectives.

**Responsibilities**:
Managing Existing Clients
- Pro-actively manage a select number of existing Digital Realty’s most strategic customers
- Enhance strategic relationship and grow revenue, margin and ensure appropriate returns to Digital Realty
- Develop long-term customer relationships and loyalty

Commercial engagement
- Develop Account Plan
- Develops, maintains and updates opportunity and action plans
- Execute contract negotiations for designated (new and legacy) opportunities
- Conducts commercial negotiations within predefined range, in line with dynamic guidelines
- Conducts negotiations on other elements (e.g., SLA’s and liabilities) for new contracts and contract renewals, with appropriate input from Operations and/or Legal

General Tasks
- Create, build, and maintains relationships in multiple customer division in multiple geographies
- Pro-actively approach business stakeholders to identify new business opportunities
- Build and maintain a company-wide account team (across geographies and functions) to best support customer
- Act as a central point of contact within APAC for orchestrating all engagement activities with select customers
- Safeguards consistency in approach from Digital Realty towards customer
- Develops, maintains, and updates account plans in alignment with global, Hyperscale lead
- Co-ordinates and holds periodical business review meetings (both internal and external)
- Keeps up to date with all relevant industry trends
- Acts as an escalation option for local account management issues (operational, delivery, incidents, etc.)

**Required Education/Skills/Knowledge**
- Educated to Bachelors/Masters Level
- 5+ (Masters) or 8+ (Bachelors) years commercial experience
- Manage large, complex international customers (ideally at P&L level)
- Working with global leaders of USA headquartered organizations
- Experience in international IT / data center / telco / network industry
- Experience of Account Management and commercial engagement on a truly global basis will be an added advantage.
- Excellent organizational, financial, communication and time management skills
- Fluent in English, both in writing and orally
- Demonstrable and solid understanding of strategic account management and the Data Center industry
- Well networked individual with companies (globally) in the Data Center industry.
- Understanding of the Asia Pacific market, geographies, culture and dynamics
- Proven ability to articulate clear value propositions and negotiate complex agreements in multinational settings
- Pro-active attitude and strong business executive gravitas
- Customer/business focus
- Balance the business requirements of both the customer and Digital Realty
- Multi-level business engagement and strong relationship builder
- Embrace Digital Realty value of “to be easy to do business with”
- Negotiation skills (creative in solutions, but protect company’s interest)
- Excellent relationship skills
- Collaborative personality (work with colleagues in multiple countries +functional departments like legal, commercial, marketing et.al.)
- Have sense for informal structures
- Sell externally (customer) and internally (own organization)
- Balance group and individual country interest
- Passionate about international business, IT services delivery, early adopter
- Self-starter, able to work unsupervised
- Constant self-improvement orientated
- Short to Mid-term focus and horizon
- Outstanding communication skills, written, verbal and interpersonal
- Ability and willingness to travel extensively when re