Responsible for executing the Data Center Solutions and Services business development strategies based on the strategic directions and targets of the business; lead the business development programs and initiatives, accountable for the deliverables and outcomes, act as an advisor to the business lines in their own business development activities. This role requires a strong balance of technical aptitude, business development, account management and project management skills that deliver proven results.
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Activities include lead generation, prospecting, planning, forecasting, qualifying and assisting with the delivery of sales presentations and proposals. Respond to information requests and inquiries from executives and global team members.
ESSENTIAL DUTIES AND RESPONSIBILITIES
To develop and build long-term professional customer relationships with existing, new and potential clients.
To identify and build a long term active pipeline, exploring both existing markets and targeting new market opportunities.
Take complete ownership of, develop and deliver exceptional sales and tender documents and presentations, in line with Company standards. Generate tenders and relevant document preparation, using the specialist support functions, as well as regional business leaders.
Analyzes financial performance indicators and related industry activity to identify outsourcing opportunities. Responsible for expanding client relationships/key markets to target as business growth opportunities.
Collaborates with the Regional MD and Global Sales MD to develop a concise plan to accomplish sales growth objectives, focusing on our value-add as “expert advisors” rather than “tactical or transaction specialists”. Meets business growth objectives consistently.
Responsible for and has full ownership of Data Center Solutions outsourcing model. Manages the creation of proposals, presentations, and other client-facing materials with the pursuit and operations teams.
Strong understanding of each CBRE service line, platform, and value proposition. Often writes the executive summary and key themes for pursuits.
Coordination and governance of sales activity throughout the sales process including qualification, discovery, proposal, pricing presentation and negotiation.
Lead negotiation activity on new contracts and successfully close sales opportunities to meet and exceed agreed sales targets.
Raise the company and business profile by representing CBRE at industry events, high level networking and promoting an image of professionalism at all times.
Evaluates industry and business trends and analyzes performance and responds with necessary business change.
Required Education and Experience
Strong track record of success in winning new business, demonstrated knowledge of outsourcing and integrated facilities services programs in Data Centers and/or Critical Environments, and the ability to influence all organizational levels - including the ability to develop credibility and trust quickly with C-Level executives/decision makers.
Extensive experience in the data center market and developing outsourcing solutions, pricing and org development models preferred
Recognized qualification within the engineering/technical sector is ideal along with a strong education background
Requires advanced financial skills and knowledge to review complex financial reports prepared by others. Candidate should be able to prioritize key initiatives, develop business development effort to align the overall business unit goals.
Ability to comprehend, analyze, and interpret various types of business documents such as complex and lengthy RFP documents with detailed SOW around data center operations. Ability to solve problems involving several options in situations. Requires advanced analytical and quantitative skills.
Technically savvy with solid experience in Microsoft Office (PowerPoint, Excel, Word) and Outlook.
Advanced Excel skills preferred. Experience working with large data sets and decipher multiple types of RFP models preferred.
SCOPE OF RESPONSIBILITY
Decisions made with in-depth understanding and interpretation of procedures, company policies and business practices to achieve complex results. Responsible for setting project, department and/or division deadlines.
Must be flexible to work outside core office hours from time to time, and to travel as required.
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