Senior Manager, Market Development (London/Amsterdam)

Purpose: To identify and prioritise new markets for expansion across EMEA. Provide strategic rationale and market entry recommendations. Develop and execute go-to-market initiatives for new locations that DLR expands into. To identify, build, and maintain relationships with key customers, suppliers and partners that will enhance DLR’s ability to successfully operate in the new market. Conduct business development activities both in advance and after data centre in new market has been built/acquired.

What you'll do:

• Pre-Market Entry: Identify, prioritise, recommend new markets in EMEA for company expansion. Develop and maintain Market Evaluation documents for key priority markets, inclusive of strategic market entry, initial GTM plan and connectivity strategy, relevant customer projects/requirements, and customer insights into market dynamics. Ensure timeline alignment between DLR’s expansion plans and strategic customer projects; gather customer feedback on new market entry plans. Help generate, maintain and report on new market pipelines with customer opportunities. Assess and recommend effective ways to enter a new market, including joint ventures, company acquisitions, stand-alone greenfield builds. Contribute to due-diligence process in Acquisitions.
• Post-Market Entry: Contribute to the success of DLR’s expansion into new markets by developing, coordinating and executing effective go-to-market strategies for specific new cities. Conduct market development activities before and after datacentre is built/acquired. Identify, build, and maintain relationships with key customers, suppliers and partners that will enhance DLR’s ability to successfully operate in the new market. Communicate DLR’s value proposition and vision for the new market to internal teams and external customers/partners.

Additional Duties and Responsibilities:

• Provide monthly reports associated with execution of the go-to-market initiatives in the new locations.
• Chair regular GTM planning and execution calls for new markets, bringing together a cross-functional team and ensuring appropriate focus on new markets.
• Take action to address underperformance in execution of go-to-market initiatives.
• Provide input to Business Case for market entry, specifically related to strategic rationale, go-to-market strategy, connectivity approach, sales pipeline and fill rate.
• Raise issues for consideration by the Senior Leadership Team and recommend solutions.
• Assist with the storyboarding of market entry presentations to drive discussions with cross-functional teams and management.
• Attend/participate in industry events that advance DLR’s geographic expansion strategy and GTM plan.
• Maintain internal and external collateral to increase awareness of market entry initiatives and support various sales and business development teams.
• Act as a new market expert providing value proposition training and general support to various internal teams: Bid Management, Sales, Business Development, Portfolio Management Group, Investments and Acquisitions, Service Provider and Market Development.

What you’ll need:

• Experience in/extensive knowledge of Telecommunications networking, terrestrial fibre and subsea systems, Connected Campuses / Communities of Interest.
• Ability to influence and build relationships with a range of internal stakeholders (including Country/Region Management, Sales, Service Provider and Market Development, Investments and Acquisitions, DTEG, Legal and Finance) in order to drive customer value.
• Well-organised, structured and logical approach to work.
• Strong program management and coordination skills; ability to achieve pre-agreed results effectively with strong coordination skills to consolidate input from multiple stakeholders.
• Strong analytical skills; ability to work with datasets to create priority rankings for new markets.
• Ability to balance/switch between Planning and Execution focus depending on the state of a new market project (pre/post market entry/construction completion).
• A confident communicator and problem-solver, able to work in cross-functional teams.
• Fluent in business-level English (spoken and written), an additional European or Arabic language is a plus.

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.

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.