Director, Strategic Partner Development (Europe)

Location: ., .
We are seeking a customer-facing professional with strong technical expertise to drive the market success of our strategic partners in Europe. You will wear many hats, have significant autonomy, and make a significant impact on our rapidly growing business.
 
Vigilent is pioneering the use of IoT, machine learning, and prescriptive analytics to deliver dynamic cooling management in mission critical environments. Vigilent reduces operating costs, unlocks stranded capacity, and increases reliability in hundreds of data center and telecom facilities worldwide. Our mission is to increase the profitability of our customers and create a more sustainable planet.
 
RESPONSIBILITIES:
  • Ensure strategic partner success across Europe, with a focus on Germany and other data center-intensive countries
  • Understand partner solutions and how Vigilent can complement them to meet customer needs
  • Train partner sales and technical teams on the Vigilent system and the benefits it delivers, the joint partner-Vigilent value proposition, technical product details, and prospect qualification
  • Work closely with partners to identify customer needs, overcome sales and technical objections, define a solution, represent Vigilent during any price negotiations, and prepare compelling proposals
  • Be a solution expert, including answering technical questions and ensuring that the Vigilent system design is optimized for specific customer environments
  • Help partners with lead generation by identifying promising prospects and participating in events such as trade shows
  • Develop strong working relationships with both day-to-day and senior level executives within existing Vigilent partners
  • Work with the Vigilent Customer Success Team, ensure that customer deployments stay fresh and can act as references, with the staff trained and using the system to achieve the maximum possible benefit
  • Provide Vigilent with valuable input about the market, what’s working and what isn’t, and make recommendations about how to improve the Vigilent system and further our success with partners
 
REQUIRED SKILLS & EXPERIENCE:
  • Fluent in English, including excellent written and verbal communications skills.  Proficiency in other European languages, especially German, is a strong plus.
  • Deep knowledge of the data center and telecom facilities market, technologies, and cooling/control systems
  • Existing relationships with data center and telco facility decision-makers in Germany and other data center-intensive countries
  • Customer-facing consultative skills, including the ability to work well with business and technical executives, and the ability to create and deliver powerful proposals
  • Partner-enablement experience, helping them achieve market success
  • The ideal candidate will have the combination of direct technical sales experience as well as experience driving partner sales with a large, multi-nation channel partner
  • Ability to simply and clearly explain and demonstrate technology
  • Strong analytic skills, e.g. with Excel and web tools
  • Detail-oriented, and able to manage multiple projects simultaneously
  • Strong work and team ethic
  • Able to travel up to 50% of the time
  • Able to work autonomously
  • Bachelor’s or Master’s degree in Engineering or equivalent
  • Software project management and implementation expertise is a plus
 
HIRING DETAILS:
Job Location:             Europe
Start Date:                 ASAP
Hire Type:                  Full-time, Regular, Direct Hire
Reports to:                 VP Marketing & Business Development
Salary:                       Competitive
Benefits:                    Benefits package commensurate with the position
 
TO APPLY
Please send a cover letter within the email body and attach your resume (PDF or Word Format) to careers@vigilent.com

By applying for this position: 1) You consent to your application being transmitted to the Vigilent; 2) You consent to your application being processed through an applicant tracking system. 3) You acknowledge that when you apply for jobs in countries outside your own it may involve you sending your personal data to countries with lower levels of data protection.

 
Mike Burwell
Vigilent Corporation
Oakland, California
Staffing/Recruiting Manager


Please contact me with any questions:
mburwell@vigilent.com


 
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