Data Center & Product Sales Consultant

Chicago, IL, United States

* Act as global subject matter expert in the engineering and critical environment/data center operations/products arena. Provide engineering expertise and support on new sales opportunities including expansions within the current portfolio.

* Work closely with sales and solutions functional leadership to drive engineering best practices within the IFM bid responses.

* Manage and lead the sales development of the engineering specialty products and drive coordination with the department leaders to manage sales platform and pipeline reporting.

* Support the divisional CS leadership and central solution/sales teams on technical sales pitches and client engagements/presentations.

* Improve speed-to-respond with regards to engineering product demonstrations and proposal inputs

* Encourage team innovation by establishing more tailored and unique engineering solutions for addressing client challenges and business requirements.

* Participate in RFP/RFI response efforts as needed; this could include collaborating on technical responses, example deliverables, presentations, staffing model development and pricing exercises. Make recommendations to the bid management team on improvements to proposal language and technical deliverables.

* Attend sales pursuit debriefs to provide feedback on the sales cycle, team approach, win themes, and client engagement related to the engineering services lifecycle.

* Act as a liaison with the engineering organization and the Product Engineering team for continual product improvement, idea sharing, and general collaboration.

* Develop and lead the bundling of engineering, specialty services and technical solutions and products to produce value added offerings.

* Display leadership characteristics that motivate the team to work cross-functionally with many different levels of sellers.

* Work with the Global Sales & Solutions team to develop strategies, guidelines, and templates to improve success and seller experience.

* Position could require up to 40% travel.

* Leverages an existing network of relationships within the data center and critical infrastructure industry to drive new business opportunities.

* Expert in outsourcing solutions across Enterprise, Colocation and Hyperscale Data Center Clients.

* Existing relationships with senior decision-makers at enterprise, colocation, hyperscale as well as real estate investment companies who own data centers or data center portfolios.

* Exceptional relationship management skills and the ability to build and grow connections with people of all types and backgrounds.

* Successfully identify the right client personas, buying behaviors, and decision makers, influences, and champions within the client targets organizations and how that varies from enterprise, colocation, hyperscale, and enterprise clients to determine an effective consultative sale strategy.

* Promotes ideas and proposals persuasively and in a consultative approach to shape stakeholder opinions and buy-in

* Dedicated to exceeding clients expectations, ensuring excellence in delivery are achieved through the right solution.

* Achieves immediate credibility, confidently presenting varying ideas to create value and challenge the status quo able to think quickly, listen well to others, and understand how to react and modify approach to thrive in front of clients and other key influencers.

* Discerns needs quickly and determines highest priority -- focusing on the highest impact, greatest value activities.

* Willingness and ability to reframe or reshape clients buying vision delivers new insights to clients during the sales process and able to earn trusted advisor status.

* Ability to build trust and relationships and help ascertain chemistry fit with JLL prospective team members.

* Manages entire lifecycle from source to post-sale relationship management for clients.

* Success will be measured on the ability to close consultative engagements centered around key engineering product offerings as a separate engagement or a great data center facility outsourcing contract.

* Leveraging consultative engagements to enhance the JLL value and differentiation in moving clients to data center outsourcing models.

* Commitment to growth and development of Regional Solutions support team.

* Broad connection skills: ability to do business within a diverse array of client cultures.

* Comfortable with technology and business analytics

* Preferably Minimum of 15 years engineering operations solutions/sales experience related to Data Center Facility Management service delivery and technical services deployments.

* The ideal candidate will have a strong background and demonstrated experience in consulting, consultative sales, solution development and business development in a data center, critical infrastructure, and/or facility management professional services settings.

* Externally motivated -- known as an expert where clients may rely on knowledge and insights.

* Thrives in ambiguity can navigate through a complex, multi-faceted organization with multiple stakeholders.

* Creative & flexible with an ability to think creatively and change solutions to meet the needs of dynamic growth industry.

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