What are the responsibilities and job description for the Director, Data Center Sales Engineering position at Cyxtera?
Director of Sales Engineering
The Director of Sales Engineering will manage a Sales Engineering team that works closely with the Sales Account Directors and Customer Success Managers, Product, Operations, Engineering, and other cross functional business units. The Director should be skilled at both Leadership and Management, coordinating the tactical activities of the Sales Engineers who are responsible for pre-sales design and technical selling.
The Director plays an active role in deal pursuit, as Sales Engineering is the primary customer facing technical resource at Centersquare. They lead complex quoting in Salesforce using Multi Dimensional Quoting (MDQ) segmentation, are familiar with ServiceNow, and will be proficient with EcoStruxure ITA / Struxureware. They engage in Products specification, and will develop and implement training curriculum for the Sales Engineering Team. The Director is charged with interfacing with the Sales Leadership and to aid in the facilitation of closing deals, addressing both industry related and technical issues and providing a value-add above and beyond the management of the local Sales Engineer. This includes working with numerous different internal business units. The Director will act as an escalation point for technical questions and issues elevated from the local Sales Engineer. The Director also acts as subject matter expert (SME) and is available to travel for customer appointments, channel events, and marketing engagements as needed, fostering company relationships and support the technical development of the market and region.
Responsibilities
- Ensure all Key Performance Indicators are met, including new Sales MRR, Renewal Contract WALE (Weighted Average Lease Expiry), and relevant billed revenue metrics.
- Ensure all Sales Engineers possess the knowledge which will allow Centersquare to serve customers and prospects and provide an industry leading Data Center experience. Augment the formal repository of knowledge to allow Sales Engineers to be self-sufficient.
- Become a subject matter expert in SalesForce, ServiceNow, ITA, and other internal business applications.
- Be a role model of Centersquare culture, focusing on Sales Engineering continuous improvement and individual team member development. Team member retention and development are top priorities for 2025 and beyond.
- Support the sales process with detailed technical knowledge of Centersquare products and services.
- Coordinate all technical support requests and escalations with the VP of Sales Engineering and other members of Sales Engineering Leadership.
- Ensure that Sales Engineers capture all technical requirements linked to an opportunity and generate the associated technical and business proposal with the sales team for presentation to the customer.
- Ensure Sales Engineers create effective and comprehensive system designs to present to upper management and engineers of client companies while working closely with engineering to satisfy customer's technical needs.
- Become the Subject Matter Expert (SME) on all current and future products and services. Introduce a formal process to guide the Sales Engineer team on working with new products / offerings.
- Create a plan for ongoing training and technical certifications to ensure knowledge does not become obsolete.
- Develop and lead regional technology training sessions.
- Participate in installation / hand-off post-sale meetings to ensure a smooth transition between internal groups.
- Create a feedback loop to Product and Engineering groups.
Qualifications
Centersquare is an Equal Opportunity / Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.
Equal Opportunity Employer / Protected Veterans / Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
