Senior Sales Director

Job description

Sales Performance Deliver agreed annual sales, contract value, revenue and margin targets. Build and maintain a strong pipeline of qualified opportunities across the European data-centre market. Identify and pursue opportunities with new and existing data-centre clients. Develop large single-country and multi-country sales opportunities. Maintain disciplined focus on opportunity progression and conversion. Personally drive opportunities through to successful contract award.

Client Engagement Develop trusted relationships with senior client decision-makers, influencers and procurement stakeholders. Understand client requirements, priorities, procurement strategies and upcoming opportunities. Create early engagement with prospective clients ahead of formal procurement processes. Lead client meetings, presentations, site visits and commercial discussions. Maintain consistent senior-level engagement throughout complex and potentially long sales cycles.

Opportunity and Pursuit Management Take end-to-end ownership of qualified sales opportunities. Lead responses to RFIs, RFPs and other competitive tender processes. Coordinate the internal expertise required to develop compelling and commercially competitive proposals. Lead client presentations, commercial discussions and contract negotiations. Maintain accurate pipeline information, opportunity management and sales forecasting.

Ensure commercial momentum is maintained throughout the sales process. Solution Selling Develop a detailed understanding of client security requirements within mission-critical data-center environments. Work with subject-matter experts to translate those requirements into commercially attractive security solutions. Clearly articulate the value and differentiation of the proposed solution. Sell on value, quality, scalability, consistency and operational capability rather than price alone.

Identify opportunities to expand services and revenue within existing client relationships. Internal Collaboration and Handover Partner with country organisations, account teams, operations, solutions, finance and legal teams to develop and close individual opportunities. Operate as part of the Global Clients organisation, maintaining a close connection with the specialist data-centre group. Provide a structured handover of closed opportunities to mobilisation and operational teams.

Qualifications

The successful candidate will be an accomplished senior sales professional with a strong record of personally winning significant, complex B2B contracts.

Relevant experience should include: Significant senior sales experience within data centers, physical security, critical infrastructure, facilities management or another complex outsourced-services environment. A demonstrable track record of personally developing and closing major contracts. Experience selling to large international and enterprise clients. Strong understanding of the European data-center sector and its client environment.

Experience managing complex and long-cycle sales opportunities. Strong experience with major RFPs, tenders and competitive procurement processes. Excellent commercial, negotiation and closing capabilities. Strong financial understanding, including pricing, margins and commercial models. Credibility and confidence when engaging with senior executives and procurement leaders. The ability to work effectively across multiple European countries, cultures and internal organisations.

Excellent written and spoken English; additional European languages would be advantageous. Willingness and ability to travel extensively across Europe.

The successful candidate will be: Sales driven: highly motivated by winning new business and achieving ambitious sales targets.

A strong closer

able to maintain momentum, navigate complexity and convert opportunities into signed contracts.

Client focused

capable of understanding what matters to the client and translating this into a compelling commercial proposition.

Commercially astute

comfortable with pricing, margins, negotiations and complex contractual discussions.

Proactive

actively creates opportunities rather than relying solely on incoming RFPs.

Persistent

able to manage long sales cycles and multiple stakeholders without losing momentum.

Collaborative

capable of bringing together the right internal expertise while retaining clear personal ownership of the sale.

Executive in approach

credible and confident when engaging senior client stakeholders.