Account Director, NA

Vantage is committed to being a workplace of inclusion, equity, respect and acceptance. We celebrate diversity and intentionally seek out opportunities to learn from one another's experience.

Vantage Data Centers powers, cools, protects and connects the technology of the world's well-known hyperscalers, cloud providers and large enterprises. Developing and operating across North America, EMEA and Asia Pacific, Vantage has evolved data center design in innovative ways to deliver dramatic gains in reliability, efficiency and sustainability in flexible environments that can scale as quickly as the market demands.

Sales Department

The Sales team is the lifeblood of the overall organization. As a team, the sales organization is the primary group that touches all of our customers throughout the sales process and throughout their entire time with Vantage. Sales interacts with various facets of the customer's staff, from executives to field-level engineers. Internally, the Sales team acts as the glue between the construction, operations, and finance teams to ensure that the customer's vision and goals are recognized. Lastly, the Sales team builds industry-level relationships. Our team is responsible for engaging with utility providers, network providers, brokers, industry analysts, and more, ensuring that Vantage is well-positioned to meet our sales goals and well-positioned in the industry.

Position Overview

This role can be based in any of our US locations: Denver, CO; Phoenix, AZ; Santa Clara, CA; or Ashburn, VA. in alignment with our flexible work policy. (3 days on site required, 2 days flexible).

The Account Manager will handle aspects of the sales process and effectively represent Vantage Data Centers' solutions. This position requires the ideal candidate to have an understanding of the data center market and the acumen to be able to adapt quickly to change. The Account Manager must be a highly motivated and results-driven individual who can work independently and collaboratively to achieve assigned goals and assist in generating new business for Vantage. A successful Account Manager will possess strong organizational skills and an understanding of managing complex sales cycles. The position requires the individual to engage directly with clients in multiple plains of the sales cycle, including managing RFP responses, requirement assessment, customer expectation management, contract creation/management, and internal Vantage team liaising. The ideal candidate has experience acting in an account management role and must possess the written and verbal skills to communicate with current and prospective customers across a broad spectrum of the data center ecosystem.

Essential Job Functions

• Driving sales results initially as an individual account contributor

• Accurately forecasts annual, quarterly, and monthly revenue streams.

• Provides Quarterly results assessments of productivity.

• Act as a liaison between critical customer points of contact with their Vantage counterparts.

• Build and maintain relationships with internal Vantage organization: Engineering, Construction, Legal, Finance

• Build and maintain technical relationships with customer organizations: Site Selection, Engineering, Construction, Security, Network Engineering

• Communicates with team members to keep up to date with daily issues and activities.

• Act as a point of contact for lease reviews/negotiations

• Meet/Exceed all defined sales goals & ensure consistent quota attainment

• Additional duties as assigned by Management

Duties

• Serves as a team member of assigned account teams, preparing and delivering proposals, facilitating design architectural overviews, and conducting guided tours of facilities for existing and potential customers.

• Responsible for driving opportunities for specific accounts assigned by the lead account manager

• Develop and maintain account organizational charts

• Manage Salesforce for all active pursuits

• Support the account team lead working with legal to manage the leasing process from start to finish

• Articulates and conducts in-depth product feature benefit discussions related to Vantage data center offerings.

• Gains customer acceptance by gaining and demonstrating a firm understanding of their business/operations.

• Participates in initial design reviews for new data center builds and customer-specific builds

• Actively work with the Vantage New Site Development to ensure inventory meets the account's needs.

Job Requirements

• Bachelor's Degree, Business or Engineering preferred is required.

• 10-years sales related experience

• Excellent communication skills - speaking AND listening.

• The ability to lead new business development and existing account management

• Organizational skills: ability to stay focused on what needs to be done next to move us toward closing

• Relationship Management: establish and maintain relationships with internal Vantage resources, including client services, operations, finance, and sales engineering.

• Negotiation Skills: The ability to enlist the cooperation of others (Customers, Realtors, Vantage Stakeholders) to achieve a common goal. Formal negotiation training is a plus.

• Empathy & Relationship Skills: ability to understand people's questions and concerns when making a long-term commitment to a leasing relationship.

• A high degree of competency in written and verbal skills is necessary. Proven public speaking skills is a must

Physical Demands and Special Requirements

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hands to handle, or feel objects; reach with hands and arms; climb stairs; balance; stoop or kneel; talk and hear. The employee must occasionally lift and/or move up to 25 pounds.

Additional Details

• Salary Range: $160,000-$180,000 Base + Bonus (this range is based on Colorado market data and may vary in other locations)

• This position is eligible for company benefits including but not limited to medical, dental, and vision coverage, life and AD&D, short and long-term disability coverage, paid time off, employee assistance, participation in a 401k program that includes company match, and many other additional voluntary benefits.

• Compensation for the role will depend on a number of factors, including your qualifications, skills, competencies, and experience and may fall outside of the range shown.

#LI-Hybrid#LI-AT1

We operate with No Ego and No Arrogance. We work to build each other up and support one another, appreciating each other's strengths and respecting each other's weaknesses. We find joy in our work and each other, actively seeking opportunities to inject fun into what we do. Our hard and efficient work is rewarded with an above market total compensation package. We offer a comprehensive suite of health and welfare, retirement, and paid leave benefits exceeding local expectations.

Throughout the year, the advantage of being part of the Vantage team is evident with an array of benefits, recognition, training and development, and the knowledge that your contribution adds value to the company and our community.

Don't meet all the requirements? Please still apply if you think you are the right person for the position. We are always keen to speak to people who connect with our mission and values.

Vantage Data Centers is an Equal Opportunity Employer

Vantage Data Centers does not accept unsolicited resumes from search firm agencies. Fees will not be paid in the event a candidate submitted by a recruiter without an agreement in place is hired; such resumes will be deemed the sole property of Vantage Data Centers.