Vice President, Hyperscale Sales, NA

$220,000 - $250,000/Yr

Vantage Data Centers - Ashburn, VA

Full-time - Senior

Remote - Ashburn, VA

Heavy and Civil Engineering Construction

About the position

The Vice President of Hyperscale Sales for North America at Vantage Data Centers is a pivotal role that involves leading the sales strategy and execution for one of the company's largest hyperscale accounts. This position is remote and requires a seasoned sales leader who can effectively manage relationships across various levels of the customer organization, from engineering leaders to business executives. The VP will be responsible for all stages of business acquisition, starting from relationship management to lease execution, ensuring that the customer's vision and goals are met through collaboration with internal teams such as Engineering, Site Development, Construction, and Operations. In this role, the VP will drive the overall strategy for the target hyperscale account, actively engaging with both the customer and Vantage organizations to achieve leasing results. This includes developing and maintaining customer contact plans, building relationships with key departments such as Site Selection, Legal, Finance, and Tax, and ensuring a deep understanding of the customer's operations to gain their acceptance and trust. The VP will also be tasked with accurately forecasting revenue streams, providing quarterly assessments of productivity, and meeting or exceeding defined sales goals. Collaboration is key in this position, as the VP will need to build strong internal relationships with various Vantage teams and engage directly with Solutions Architecture and Engineering for RFP activities. Additionally, the VP will manage and mentor Account Managers assigned to the target account, ensuring effective Salesforce management for all active pursuits. The role also involves lease and contract management, where the VP will act as a point of contact for lease reviews and negotiations, and participate in design reviews for new data center builds. Overall, the VP of Hyperscale Sales will play a crucial role in driving the success of Vantage Data Centers in the hyperscale market, leveraging their extensive experience and strong communication skills to foster relationships and achieve sales objectives.

Responsibilities

• Drive the overall strategy for the target hyperscale account.
• Lead all sales pursuits associated with the target hyperscale account.
• 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.
• 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.
• 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 Site Development to ensure inventory meets the account's needs.
• Communicate with team members to keep up to date with daily issues and activities.
• Actively manage and mentor Account Managers assigned to the target Hyperscale Account.
• Lead Salesforce management for all active pursuits.
• 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.
• 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.

Requirements

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

Benefits

• Medical, dental, and vision coverage
• Life and AD&D insurance
• Short and long-term disability coverage
• Paid time off
• Employee assistance program
• Participation in a 401k program that includes company match
• Additional voluntary benefits