Vice President, Sales EMEA

Position Overview 

The VP Sales, will be responsible for serving as the lead account owner for one of Vantage’s largest Hyperscale accounts.  As the leader of this premier account, the VP of Sales will lead all stages of business acquisition beginning with relationship management and tracking all the way through lease execution.  This leader will be responsible for establishing and maintaining relationships across the spectrum at this leading Hyperscale account; ranging from key engineering leaders up to and through the business leaders .  As a strong sales leader, the VP of Sales, will need to develop and maintain strong internal relationships with VDC partners, including Engineering, New Site Development, Construction, and Operations.  The ideal candidate will have excellent written and verbal communications skills and will have a proven track record of leading hyperscale sales in the data center community or similar fields.  

Essential Job Functions 

Strategy Development: 

• Drive the overall strategy for the target hyperscale account. 

• Drive all leasing results by actively engaging across all levels of both the customer and VDC organizations. 

• Lead all sales pursuits associated with the target hyperscale account. 

Relationship Management: 

• Develop and maintain all customer contact plans. 

• Build and maintain business relationships with customer organizations, including North American leadership, Site selection, Legal, Finance, and Tax departments. 

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

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

 Sales and Revenue:  

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

• Provide quarterly results assessments of productivity. 

• Meet or exceed all defined sales goals and ensure consistent quota attainment. 

Internal Collaboration: 

• Build and maintain relationships with internal Vantage teams, including Engineering, Construction, Legal, and Finance. 

• Directly engage with Solutions Architecture and Engineering to play a lead role in all RFP activities. 

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

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

Management and Mentorship: 

• Actively manage and mentor Account Managers assigned to the target Hyperscale Account. 

• Lead Salesforce management for all active pursuits. 

Lease and Contract Management: 

• Act as a point of contact for lease reviews and negotiations. 

• Manage all aspects of the sales pursuit, including signal creation, RFP management, lease creation/negotiation, and executive reporting. 

Lease and Contract Management: 

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

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

Additional Duties: 

• Handle additional duties as assigned by Management. 

Job Requirements 

• Bachelor’s degree in Business Administration, Computer Science, or Engineering from an accredited university or college, required. 

• Master’s degree in an Business Administration, Computer Science, or Engineering discipline from an accredited university or college, preferred.  

• 10-15 years of experience in management role required, 15 to 20 years preferred.  

• Data Center experience is desired.  

• Experience in leading and directing work with direct reports is required.  

• Strong ability to drive output of department staff. 

• Excellent communication skills to effectively present information to executive management, operations, sales engineering and finance and drive output of department staff  

• Travel required is expected to be up to 50% but may increase over time as the business evolves