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Sales and Solutions Development Director, Data Centre Solutions

Permanent

Competitive Salary

Work Dynamics Overview

JLL is a professional services firm operating in 80 countries, providing real estate services and investment management to clients seeking to increase value through owning, occupying and investing in real estate. JLL has developed a track record of helping clients improve the productivity, cost, efficiency and performance of their real estate portfolio. We help optimise their investments in commercial real estate to make their business and employees more productive.

JLL’s Work Dynamics team (WD) is a global business line which focuses on servicing international clients who seek to outsource a range of services including Real Estate, Facilities Management and Project and Development Services, either regionally or globally.

Within Work Dynamics JLL has a Data Centre sector focussed group, providing strategic advice, transactional services, project management, and facilities management services to data centre investors, developers, operators, and occupiers.

As JLL continues to invest into our global Data Centre solutions capability, we are now searching for a talented Data Centre Sales and Solutions Development Director. Reporting into the EMEA head of Data Centre Solutions, and EMEA Data Centre Sales and Solutions lead, this role will lead significant local, regional and global facilities management / multi-service pursuits by translating client buying objectives into tailored solutions across the range of JLL products. This role will support both new business development and critical account renewal strategies as well as expansion opportunities. This position would suit a customer focused and passionate solutions and business development professional who enjoys working as part of an international team.

Each region is supported by a team of Sales and Solutions professionals, Solution Managers, Bid Managers, Commercial Managers, Sales Enablement and Sales Operations, all of whom this role will engage with on a daily basis.

Responsibilities

• Prospect opportunities and develop a robust pipeline within EMEA geography.
• Following our go to market strategy, deliver compelling Critical Environments solutions to new client opportunities as well as current client business growth, account retention and expansion.
• Develop and lead pursuit teams to convert the opportunity.
• Own the bid process through to handover, including the development of the solution, win strategy, commercial solution and obtaining all sign-offs and approvals as required by the business.
• Develop innovative tailored solutions to achieve customers’ key drivers, a full understanding of the competitor landscape for each opportunity as well as inputting to commercial models and pricing to ensure competitive advantage, margin and risk requirements are met.
• Working closely with the Data Centre full service leadership and Work Dynamics Account Directors you will build close working relationships both internally and with the target customers.
• Research into industry trends and movements, so that innovative and leading-edge solutions are provided, helping to provide competitive advantage for the business.
• Work within a matrix organization and enlist assistance and support from relevant people when compiling a solution.
• Maintain an understanding of the specific opportunity sector key business drivers, to enable the development of tailored solutions.
• Identify and review the specific risks associated with the opportunity solution.
• Ensure a full understanding of the pricing/commercial approach, working with the commercial specialists in the team.
• Attend industry and networking events representing JLL and developing both your and JLL’s profile within the Data Centre market. 

Skills/Competencies

• Sales mindset – driven toward winning with high energy and a strong work ethic
• Data Centre experience and knowledge across Facilities / Operations management< ideally both in the grey space and white space environment.
• Promotes ideas and proposals persuasively and in a consultative approach to shape stakeholder opinions and buy-in
• Customer service fanatic – dedicated to exceeding client’s 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
• Thrives in ambiguity – can navigate through a complex, multi-faceted organisation with multiple stakeholders
• Life-long learner -- eager to develop and grow professionally, constantly challenging self-development and learning
• Depth of knowledge in critical facilities management service delivery

Requirements

• Demonstrable experience of developing large national / multinational outsourcing bids.
• Data Centre and Critical FM experience.
• Strong track record in an operational and solutions position within the Data Centre / FM / RE industry, with experience operating across a multi-country region
• Exceptional written, oral, commercial and presentation skills.
• Degree level education or competency.
• Strong consulting, communication, facilitation and interpersonal skills.
• Capable project manager and organizer able to meet tight deadlines under pressure.
• Team player able to form coordinate, drive and motivate small and large bid teams.
• Innovative, creative and commercial thinker able to create competitive advantage.
• Ability to build and develop strong effective relationships, both internally and externally, creating a network of contacts.
• Able to listen and think strategically, manage risk and be innovative in problem solving.
• An excellent influencer at all organizational levels, including the ability to develop credibility and trust quickly with senior managers/decision makers.

JLL is an Equal Opportunities Employer and encourages applications from all sections of the community.

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If this job description resonates with you, we encourage you to apply, even if you don’t meet all the requirements.  We’re interested in getting to know you and what you bring to the table! If you require any changes to the application process, please email [email protected] or call +44 (0)20 7493 4933 to contact one of our team members to discuss how to best support you throughout the process. Please note, the contact details provided are to discuss or request for adjustments to be made to the hiring process.   Please direct any other general recruiting inquiries to our Contact Us page > I want to work for JLL.

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