Lead to Offer Development BPO, Sales
Digital Realty

Position Title: Lead-to-Offer Development BPO, Sales

Location: Austin, TX / Dallas, TX / Washington D.C / Chicago, IL (major markets)

The role

As Lead-to-Offer Development BPO, you will be responsible for overseeing and optimizing the end-to-end Lead-to-Offer Development process which includes all business activities from initial sales prospecting through to offer development from a sales function perspective. This role requires a deep understanding of the customer lifecycle, including lead generation, opportunity management and offer development, including configuration and pricing, as well as familiarity with partners and reseller dynamics.

You will report to the Chief Revenue Officer and collaborate with cross-functional teams, including marketing, sales, legal / contract management, product, finance and Channel / Alliance teams, to ensure the Lead-to-Offer Development processes are efficient and aligned with the DLR's customer strategy and revenue growth goals.

What you'll do

• Lead on the design and implementation of best practice process improvements for the Lead-to-Offer Development processes including working with the Sales teams to defining technical requirements to support the optimization of the end-to-end flow.
• Manage the documentation, change management, and communication of process modifications, including the development and delivery of training materials, conducting training sessions, ensuring clear RACI alignment among stakeholders, and drafting communication updates for Management to facilitate smooth adoption of process changes.
• Define and agree KPIs using leading practice and monitoring through a data driven analytical lens, pro actively identifying bottlenecks and defining resolutions where appropriate.
• Work closely with other BPOs to identify dependencies and ensure seamless process handoffs across the DLR process lifecycle.
• Collaborate with sales, marketing, legal / contract management, Channel / Alliance, product and finance teams to drive seamless execution of the Lead-to-Offer Development process, including renewals and terminations, interactions with partners and resellers and handoffs between sales and marketing.
• Identify critical data elements throughout the process flows; collaborate with cross-functional teams to embed data quality and analytics into process design and improvement initiatives.
• Define and maintain the process and control standards documentation (to level 5 work instructions) for Lead-to-Offer Development, including building process-level controls based on internal standards.
• Partner with IT teams to enhance and streamline the integration of CRM and ERP systems, optimizing their functionality to support and improve efficiency within the Lead-to-Offer Development processes, ensuring data accuracy and real-time visibility for decision-making.
• Identify and manage risks that could impact the Lead-to-Offer Development cycle from a sales function perspective, and propose practical strategies as required.
• Provide effective line management across the Lead-to-Offer Development team to ensure adequate staffing, training and performance management.
• Develop and deliver concise, impactful stakeholder updates, including presentations and reports, to ensure Management stays informed on key contract management activities.

What you'll need

• Degree in Business Administration, Marketing or related field
• 10+ years of experience in B2B sales with a preference for candidates who have worked in the data center industry directly or in an advisory capacity.
• Experience with public companies or private equity-backed organizations is essential; candidates with Real Estate Investment Trust (REIT) experience will be given special consideration.
• Proven ability to manage multiple projects simultaneously in a dynamic, high-pressure environment.
• Advanced proficiency with CRM and ERP systems, demonstrating a capacity to integrate technology effectively into sales processes.
• Exceptional communication skills, with the ability to articulate complex concepts clearly and persuasively in both written and verbal formats.
• A pragmatic and goal-oriented approach to team leadership, underpinned by strong analytical thinking, project management acumen, and problem-solving prowess.
• A collaborative nature, with a readiness to embrace and drive change within the organization.
• Full professional proficiency in English; command of additional languages is beneficial.

A bit about us

Digital Realty brings companies and data together by delivering the full spectrum of data center, colocation and interconnection solutions. PlatformDIGITAL®, the company's global data center platform, provides customers with a secure data meeting place and a proven Pervasive Datacenter Architecture (PDx®) solution methodology for powering innovation and efficiently managing Data Gravity challenges. Digital Realty gives its customers access to the connected data communities that matter to them with a global data center footprint of 300+ facilities in 50+ metros across 25+ countries on six continents.

To learn more about Digital Realty, please visit digitalrealty.com or follow us on LinkedIn and Twitter.

What we can offer you

Our rapidly evolving business sector offers the opportunity to be part of a courageous and passionate team who work together to understand and meet the changing needs of our global customers.

Join us and you'll be part of a supportive and inclusive environment where you can bring your whole self to work. As part of our team, you'll get to work with people from different business areas, challenge the way we do things and put your ideas into action. We'll also give you plenty of development opportunities so you can build a rewarding and successful career with us.

Our Compensation Philosophy

Digital Realty offers its employees a highly competitive compensation package, excellent benefits, and an environment that recognizes and rewards your contributions. Central to our compensation philosophy is rewarding our employees for achieving the values and objectives aligned to the company's overall goals and values.

This is an exciting time to join our business so apply now and make your mark on our future.

Notes:

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.

Digital Realty is an equal opportunity employer, EOE/AA/M/F/Vets/Disabled. All applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability or protected veteran status, or other status protected by law or Company policy.

Digital Realty is a publicly traded company (NYSE: DLR) with investment grade ratings from all three major ratings agencies.

Please do not forward unsolicited resumes to any employee of Digital Realty and its subsidiaries. Digital Realty is not responsible for any fees related to unsolicited referrals.

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