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Our people at JLL and JLL Technologies are shaping the future of real estate for a better world by combining world class services, advisory and technology for our clients. We are committed to hiring the best, most talented people and empowering them to thrive, grow meaningful careers and to find a place where they belong. Whether you’ve got deep experience in commercial real estate, skilled trades or technology, or you’re looking to apply your relevant experience to a new industry, join our team as we help shape a brighter way forward.
Role Purpose
The Data Centre Sales Lead role will lead the APAC Data Centre sales strategy and sales initiatives across APAC, developing tailored and bespoke solutions for our clients. This will be done by partnering with Research, Marketing, Product Groups and Business Leaders to ensure depth of Knowledge within the Data Centre and Critical Systems Industry driving thought leadership in the future of the Data Centre Industry.
This role will also involve leading the development of technical services and product solutions for our DC clients in respects of:
New Build Data Centre Project Feasibility & Site Assessment.
Project Management & Cost Management.
Sustainability Services & Solutions.
Integrated Facilities Management.
Data Centre Fit-out & Asset Enhancement.
The Vertical Sales Lead will use business partnerships and JLL’s product platforms to create sales strategies that include a comprehensive understanding of competitive positioning, products, and solutions to provide differentiation from competitors and drive revenue growth.
The role is responsible for achieving high quality sales outcomes that contribute to a profitable Region by driving revenue growth within the Data Centre industry in individual capacity and support the establishment of the Work Dynamics delivery capability.
What this job involves
Key responsibilities include:
- Develop and deliver on a Vertical Sales Strategy for the Data Centre sector within APAC;
- In partnership and alignment with CS Geo & Account Sales Leaders help drive growth of the Vertical and as appropriate act as the face of JLL to the Market for the industry/Vertical;
- Support the broader Sales teams to offer of integrated solutions encompassing JLL’s suite of product offerings and services – across the whole real estate life cycle – demonstrating a sound level of knowledge of all product groups;
- Manage a collaborative relationship with the firm's Brokerage teams (Markets, Capital Markets etc) as a key component of Sales growth across the firm;
- Coordinate the Vertical Sales team across all segments of sales landscape including: Enterprise, Vertical and Scaling and partner with Transactional Sales teams/efforts;
- Exceed annual revenue quotas for the Industry Group while meeting target margins, as well as in-year won & earned revenue targets;
- Deliver sales growth through a) prospecting in new market segments and clients b) expanding existing client relationships and scaling up relationships to platform level framework agreements;
- Support the growth of both our WD Business and our Project & Development Services business (PDS), and ensure alignment of sales organizations to work together to deliver common goals;
- Develop and nurture a high performing Sales team and Enablement platform to support sales and drive year on year performance improvement;
- Annually identify and develop a deep roster of prospects (close new business within 18-24 months) and a strong pipeline of targets (future new business to be closed beyond 2-years);
- Establish appropriate pricing with business strategies with accounts and delivery leaders to ensure growth, profitability and client wins;
- Develop a thorough understanding of JLL’s broad capabilities to meet client needs, recognizing opportunities to expand the client footprint by partnering with business and service line leaders;
- Lead contract negotiations such that we maximize profitability and appropriate manage risk to the firm with full alignment to the CRB process and governance;
- Maintain accurate sales reporting information in CRM365 while following JLL’s robust sales and solutions processes using its proprietary tools;
- Build strong relationships with RFP consultants;
- Serve as a credible and active member of the real estate and Vertical industry community, participating in relevant organizations (DCD, CoreNet, ULI, etc…) serving as a subject matter expert, board member, panelist, etc;
- Identify opportunities to demonstrate expertise and leadership within industry organizations to further advance the recognition of JLL as a leader;
Every day is different, and in all these activities, we’d encourage you to show your ingenuity.
Experience
- Experience in the relevant(Data Centre’s vertical, preferably in strategic solutioning to deliver bespoke solutions
- Experience in either Project Delivery or Facilities operations of Data Centre’s and/or critical systems environments.
- BS/BA Required. Masters or MBA degree preferred.
- Minimum of 10 years experience within the Data Centre industry.
- Experience serving, collaborating with and influencing executive management.
- Excellent analytical and program management skills are essential.
- Commercially and financially astute, comfortable with company P&L and, ideally, also balance sheet.
- Diverse industry and functional background gained through consulting or elsewhere.
Skills
- Proven capabilities in developing solutions for global, Fortune 500 companies
- Expert in outsourcing solutions in at least one of the following (Multiple preferred) – Project Delivery, Facilities Operations, Advisory & Real Estate Consulting within the DC Industry/Sector.
- Promotes ideas and proposals persuasively and in a consultative approach to shape stakeholder opinions and buy-in.
- 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.
- Discerns needs quickly and determines highest priority -- focusing on the highest impact, greatest value activities.
- Demonstrates confidence in presenting to various audiences – 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.
- Demonstrated ability help guide the client’s buying process – ability to “take control”.
- Willingness and ability to reframe or reshape client’s 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.
- Commitment to growth and development of Global and Regional Solutions support team.
- Broad connection skills: ability to do business within a diverse array of client cultures.
- Comfortable with technology and business analytics.
- Very responsive, concise, good communicator on text and email.
- Presents well from visuals versus text slides.
Location:
On-site –SingaporeIf this job description resonates with you, we encourage you to apply even if you don’t meet all of the requirements. We’re interested in getting to know you and what you bring to the table!
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