Overall Job Purpose:
To drive the opportunities for Data Centre Services, focusing on Colocation and expansion of our client’s current footprint. To evangelise and be passionate about Data Centre Services, resilience, capability and core benefits of control, 121 client support and broader “site related support that we could package and deliver along with traditional offerings. The role holder will be specialist in identifying requirements, definition, design and technical governance of solutions in a data centre along with pre-sales, planning and delivery. They should ensure all data centre solutions are produced according to the customer and capacity requirements and to ensure solutions are fit for purpose.
To lead and own new colocation business across multiple data centres including partnered sites and explore and build relationships with other providers.
To support and advise on the wider Data Centre Strategy and design of new services and solutions across the data centre and customer environments
Main Duties of Job:
•Explore opportunities with new and current clients for colocation expansion or migration to SCC Data centres
•Build relationships with Colo providers to support primary and secondary site potential
•Engage with agencies to widen the opportunity for small but often engagements where larger colocation providers are not interested or competitive.
•Lead engagement with customers and/or internal teams to ensure design of technical solutions are in line with the requirements of the customer
•Lead the customer to create a Data Centre strategy and technology roadmap
•Lead in the requirements gathering process and pre-sales phase including due diligence, SoW and solution proposals
•Work with customers (including running technical workshops) with a view to transitioning their IT estate with offerings into the data centre.
•Work with internal departments and teams to shape services and products offered from the data centre
Design & Architecture
•Lead the high level design of a colocation service for customer infrastructures from conception to completion ensuring alignment with the client’s aims and objectives and fulfilling the role of Colocation Subject Matter Expert
•Ensure designs are logical, complete and end to end, fit for purpose and can be abstracted for multiple views and audiences.
•Actively contribute to technology roadmaps taking emerging and future technology advances into consideration.
Planning & Transition
•Act as a technical reference point for Customers and SDM’s, including liaising with the business in the requirements, communication and support of a colocation data centre solution
•Ensure all designs are created with capacity and scalability in mind, anticipating future business needs, changes to the technology landscape in the industry and potential problems that may occur.
•Assist the creation of business and project documents (PID, Business Case, Risk and Mitigation, Service Schedule, Contract), presentations and workshops to support delivery of solutions to new and existing customers and/or new services
Standards & Guidelines
•Ensure adherence to appropriate design methodology as appropriate for each data centre specification.
•Advise and support on the market trend and requirements of the organisation to achieve accreditations as required by customer needs
•Actively contribute to data centre environmental and sustainability strategy, supporting data centre customers and services
•Create and own professional documentation for customer engagement, meetings and workshops.
•Assess the quality and content of technical designs produced as part of customer projects and SCC service enhancements.
•Ensure technical documentation is completed to a professional standards
•Compile quotes and contracts as required
•Lead all initial customer communications on colocation prospects and feasibility discussions.
•Communicate with the DC Teams to, report on and lead discussions on strategies for existing and new clients, DC footprints and additional in-rack services.
•Report on opportunities, costs of sale and market trends.
Skills, Knowledge & Experience:
The ideal candidate will be self-motivated with a track record of working within a datacentre and IT environment and have an appreciation of service transition or data centre migrations. Experience of working in a fast paced, dynamic environment with a can-do attitude and able to handle work with multiple customers and projects. The candidate must be confident in the detail of the capability of a data centre and be able to overlay clients requirements into our data centre environments providing a cost effecting and compelling colocation proposal whilst maintaining a view of realistic changes to our model or product.
•Experience of performing the role of a consultant, drafting and implementing solutions to business problems and communicating solutions to leadership teams.
•The ability to sell, convince, gain trust and understand potential clients’ challenges and work with them to provide a cost effective and risk averse solution while allowing the colocation deal to be built on and used as a stepping stone to other products and solutions.
•Detailed knowledge of data centre systems architecture
•Strong background with critical services, IT technologies in small to medium scale deployments
•Minimum 10 years’ experience providing support to data centre clients
•Demonstrable experience in a sales/ pre-sales role with clear achievements and target successes.
•Required to travel
•Experience of customer life cycle management particularly pre-sales, strategy, requirements analysis, technology planning, project management, proposal writing and customer presentations.
•Experience of working in a managed services data centre solutions provider
•Experience in Data Centre design and operation
•Appropriate certifications CNET or equivalent.
•Exposure to project management and service management industry best practises (Prince2, ITIL v3, PMP, MSP)