International Sales Director

The International Sales Director at Penta Infra is a role that requires a self-driven and acquisition oriented sales professional who has a proven track record of delivering sales results in one of the fastest growing segments in IT infrastructure for an international client base. Strong candidates can position Penta Infra to capitalize on accelerating trends in both data center outsourcing and explosive growth in the interconnection market for international multi-market businesses.

• Has a resilient and demonstrable personal network in the ITC industry
• A proven track record and a deep understanding of the data center and interconnection market in Europe
• Develops new sales opportunities by positioning the entire Penta Infra platform with a strong focus on targeting opportunities within the Cloud, SaaS, AI, Content, e-commerce, Managed Services and Enterprise verticals
• Exceeds quarterly sales targets by employing a direct/B2B sales approach focused on new business acquisition (i.e. not retention) from primary new logo clients
• Employs a consultative sales approach across all levels of the client decision-making spectrum, with a keen focus on developing executive level client relationship(s)
• Drives and sells into development of Penta Infra Ecosystem in all Penta Infra Markets to maximize value and customer buy-in and loyalty

The main tasks/responsibilities of the International Sales Director are:

• Prospect for new clients primarily through direct/B2B outbound prospecting efforts, and by working with partners, agents and brokers as indirect lead sources
• Manage the client engagement cycle from prospecting, to proposal, through to closing and contract signature, including the negotiation of complex contractual terms and conditions with new clients
• Negotiate pricing and commercial terms directly with clients
• Oversee satisfaction of client and prospect base including, but not limited to, sales orders, moves, adds, changes, billing, implementation, service issues, SLA’s, and contractual terms
• Manage opportunity funnel in CRM to 100% accuracy

The profile of our International Sales Director — in particular we look for:

• At least 7 - 10 years of quantifiable experience in direct, B2B, relationship driven, new logo acquisition sales in data centers, cloud solutions, IT services, telecommunications, or related technology verticals
• Demonstrable experience in complex, executive level selling and relationship development within global clients operating complex, matrix driven, organizational structures
• Proven ability to assess customer business issues, requirements and budget constraints and prescribe solutions
• Excellent knowledge of big data trends (Internet of Things, Artificial Intelligence, Cloud Adoption, Social Media, and Content). Strong understanding of the data and mobile communications industry
• Demonstrable experience in applying knowledge of Hybrid, Private and Public Cloud architectures to sales solutions, including the implementation and management of these solutions
• Evident proficiency in articulating key drivers and use cases for moving workloads from Public to Private Cloud
• Strong understanding of competitive data centers, Exchanges and network providers offering Cloud Connection
• Compelling, IaaS, SaaS and Private Cloud Connection product knowledge
• Strong communicator who must be able to analyse complex problems and present straightforward solutions, concepts, ideas, figures, action plans, etc.
• Ability to communicate a clear message in a professionally tactful manner at all levels, both with external and internal clients and stakeholders
• Technical sales requiring cross-functional coordination of engineering, product, marketing and operations teams
• Sales training experience in MEDDIC, SPIN, Holden Power Based Selling, Miller Heiman, or similar sales programs
• Self-motivated, independent work style with superior lead generation skills and Salesforce.com management skills
• Competitive intelligence on the colocation, cloud, and managed hosting space a plus
• Strong corporate and boardroom image a plus
• Dutch mother tongue and professional proficiency in English

What Penta Infra offers:

• A challenging and varied role within a data center company
• To be part of a young and ambitious team aiming to develop a network of high-quality data centers
• Independency and flexibility within your role
• Informal and open culture
• International mindset
• Full time employment with competitive terms