VP of National Accounts- New Business Development

Description

Job Summary:

The Vice President of National Accounts - New Business Development will play a crucial role in driving the company's growth strategy by identifying, developing, and managing strategic national accounts. This executive will focus on expanding our Enterprise and Hyperscale client base, enhancing our market presence, and fostering long-term relationships with key stakeholders. The ideal candidate will have a proven track record in sales and business development, exceptional leadership skills, and a deep understanding of the data center and cloud landscape.

Essential Functions

• Strategic Planning and Execution: Develop and implement a comprehensive business development strategy to identify and acquire new national accounts. Align the strategy with the company’s overall growth objectives.
• Market Analysis: Conduct thorough market research and analysis to identify trends, opportunities, and competitive landscape. Utilize insights to inform business development strategies and initiatives.
• Relationship Building: Establish and nurture strong relationships with key decision-makers and influencers within target organizations. Act as a trusted advisor to clients, understanding their needs and delivering tailored solutions.
• Business Development: Target, prospect, qualify leads, and build strong relationships with potential Enterprise and Hyperscale clients.
• Proposal Development: Oversee the development of compelling proposals, presentations, and contracts. Ensure all communications are aligned with the company’s brand and value proposition.
• Cross-Functional Collaboration: Work closely with internal teams, including marketing, product development, and customer service, to ensure a cohesive approach to business development and client satisfaction.
• Performance Monitoring: Establish and track key performance indicators (KPIs) to measure the effectiveness of business development efforts. Provide regular reports and updates to senior leadership.
• Partner Management: Develop and leverage key partnerships to drive exponential growth.
• Prospect for data center sales with new clients or partners.
• Performs direct customer sales in key areas; promotes and maintains customer relations with targeted accounts.
• Develops and maintain sales by exploring and qualifying existing accounts in their assigned base.
• Develop and maintain an adequate pipeline to ensure consistent delivery of results in sales over the course of the year.
• Maintains accurate and up-to-date information in CRM systems on all assigned accounts including sales opportunity data, quote records, customer contacts, dates, sales status, and contact information.
• Prepares comprehensive quote packages for prospects.
• Performs Business Reviews/Quarterly Business Reviews (QBR) to maintain client SLA expectations and service delivery satisfaction depending on the requirements of the account.
• Represents Ark at conferences, meetings, exhibits, and other special events; promotes new and existing programs and initiatives.
• Demonstrates a thorough understanding of business practice, industry trends, and the competitive landscape to carry out a repeatable sale process.
• Performs miscellaneous job-related duties as assigned.
  
  

The above statements cover what are generally believed to be the principal and essential functions of this job. Specific circumstances may allow or require some people assigned to the job to perform a somewhat different combination of duties.

Requirements

Qualifications:

• 10+ years of experience in business development, sales, or account management, with a focus on national accounts.
• Proven track record of successfully developing and managing large, complex Enterprise and Hyperscale accounts.
• Excellent communication, negotiation, and presentation skills.
• Strategic thinker with the ability to analyze data and market trends to inform decision-making.
• Strong financial acumen and experience negotiating complex agreements.
• Ability to travel as needed to meet with clients and attend industry events.
  
  

Physical Demands & Working Conditions

Up to 50% travel to include regular daily commutes, overnight stays and occasional weeklong absences from home.

Information Security

To protect the security of Ark and its customers, it is necessary that this position perform duties in a security conscious manner and protects the privacy and confidentiality of company assets including but not limited to, networks, business information and customer data. All Ark employees are held accountable for the security of their specific job-related activities in accordance with company policy. Any Ark employee who willingly and deliberately violates company policy will be subject to disciplinary action up to and including termination of employments and/or civil or criminal legal action.

Ark is an Equal Opportunity Employer