VICE PRESIDENT OF ENTERPRISE

Stream Data Centers Vice President of Enterprise (VPE) requires a highly energetic, transformative, B2B sales leader with demonstrated experience identifying high value partnering relationships while successfully navigating sophisticated sales environments. The ideal VPE will play a pivotal role in guiding Stream Data Centers toward achieving revenue and strategic growth objectives as capacity demands continue to grow in all directions. This highly valued individual contributor and hunter will effectively leverage their industry relationships in presenting Stream’s remarkable value proposition to audiences that value strategic partnerships which bring value in capital, speed, and versatility. By virtue of their intellect and competence, he/she can convey a confidence, comfort, and security to influential enterprise relationships while aligning productive outcomes.

 

DUTIES & RESPONSIBILITIES

• The VPE is responsible and accountable to achieve mutually agreed upon targets: revenue growth, new account acquisitions, and market share / mindshare growth objectives.
• Identify opportunities to expand influence, network with prospects across the ecosystem, and engage proactively to foster strong relationships with the enterprise base.
• Manage key client relationships and actively develop and close strategic opportunities.
• Exceed client expectations by encouraging every behavior and opportunity to contribute to an elevated level of attention to client’s requirements, where and when needed.
• Define and implement a revenue acquisition strategy which aggressively increases Stream Data Centers’ relevance near term, and assuring brand sustainability longer term.
• Contribute to the creation of successful sales and marketing campaigns that accurately reflect Stream Data Centers’ value proposition of holistic customer engagement.
• Guide necessary adaptations to product and service offerings.
• Establish and self-govern practices for managing his/her own performance; prioritizing critical measures of success and determines equitable allocation of time invested in each.
• Maintain the highest level of professionalism and personal integrity in making decisions, citizenship, ensuring accuracy, and providing transparency in all correspondence.
• Promote Stream Data Centers as a thought leader through every action and activity.
• Be strategic and think around corners In Interactions with industry influencers, decision-makers, existing clients, and targeted prospects.
• Embrace industry knowledge and demonstrate a passion for delivering meaningful solutions to organizations that allow them to grow and prosper.
• Convert transactional relationships into strategic partnerships.

  

DESIRED EXPERIENCE

• 10+ years complex solutions sales experience, ideally in a revenue production capacity for a leading Wholesale, Colocation, Cloud Services, and/or PaaS / IaaS provider.
• Business and financial acumen in evaluating IT infrastructure client requirements, evaluating a myriad of solutions, and proposing deal structures with positive outcomes for Stream and the prospective customer.
• History of consultative sales success. Demonstrate the ability to see, know, assess the deal influencer, coach, economic decision maker, and troublemaker in each deal and manage each In the theatre of the pursuit.
• Demonstrate the ability to be consultative and a doer / executer. A dedicated, accountable sales executive who plans their work and works their plan.
• Thought leadership and continued execution in the implementation of sales activities that crush goals.
• Experience developing, maintaining, and leveraging multiple distribution strategies, i.e. direct, channel, alliance, partnerships that result in healthy mutual business benefit.
• Client advocate and customer ambassador with a desire to be a part of a fast-paced, high-energy, opportunistic, and entrepreneurial experience.
• Demonstrated success in strategic thinking, planning and implementation – a strong desire and track record of getting things done.
• A developed set of methods, practices and metrics related to leading and lagging indicators of success.
• Appreciates and leverages a diverse group of resources and talents to execute his /her own sales plan relative to overall revenue goals.

 

CRITICAL COMPETENCIES FOR SUCCESS

Strategic and Action Oriented – The VPE demonstrates clear critical thinking in the development and execution of strategy and planning. A combination of product, customer, and industry knowledge will naturally put Stream at a distinct competitive advantage.

Sophistication – Starts and ends the conversation in a respectful admired level, demonstrating respect to all parties Involved. Identifies and addresses the business interests of all parties Involved to the extent they can be mutually accomplished and diplomatic when they cannot.

Customer Centric – The VPE acts as the eyes, ears, and voice of the company to ensure Stream’s remarkable partnering value proposition is wholly cultivated and utilized by customers. This is an externally facing, passionate professional who keeps their customers and prospects at the forefront of their priorities.

Tenacious – The successful VPE will have a demonstrated history of significant engagements resulting from a necessary professional persistence. He/She will have a pride of ownership in solving their customer’s hardest problems with consultative long-term solutions.

Gravitas – The successful VPE will have a natural chemistry and energy necessary to engage and compel executive decision makers. He/She will be exceptionally articulate and dynamic in front of both external and internal audiences with a direct, candid and endearing interpersonal style.

 

KEY QUALIFYING CRITERIA

Enterprise – Market knowledge, relevance, and credibility. This is obviously a unique ecosystem which therefore requires someone who understands the players, the technicality, the competition, the deal cadence, and other important nuances. 

Revenue Creation – Sophistication in their approach to the art of the deal with a demonstrated history of achieving closure with enterprise target market, resulting in highly impactful mutually beneficial outcomes.

Complex Solutions Orientation – Critical thinking in a highly consultative, solutions sales approach. Listens aggressively to client requirements and cultivates conversations related to each OPEX, CAPEX, ROI, TCO, etc. consideration.

Business and Financial Acumen – A high data center economics acumen is required to creatively model a deal, find a customer’s decision levers, and execute when the time is right. Understands the financial stake with prospects, customers, and internal stakeholders.

Growth – Prior participation in the growth chapter of a digital infrastructure business. Understands the commitment, conviction, and courageous decision making necessary and requires a unique blend of humility, conviction, confidence, and courage.

Culture – Alignment of core values with their vision, mission, and guiding principles which lead to excellence, fairness, and justice in the workplace. Stream epitomizes a level of conviction and self-accountability that leads to greater overall performance.

  

WHY CONSIDER THIS OPPORTUNITY WITH STREAM DATA CENTERS

Culture – Stream Data Centers’ culture embodies the dynamics of a start-up, focusing on smart, strategic thinking which leads to creative partnering. Stream Data Centers demonstrates its mission and principles with an intense sense of commitment, customer intimacy, and energy.

Earnings – Put your fingerprint on a new chapter in the industry with an emerging growth company poised for a breadth of capacity demand at scale. The VPE will dramatically impact the organization’s growth relative to plan while likely exceeding their own financial goals.

Executive Leadership – Stream’s Leadership Team’s precedent success and credentials sit firmly in the top echelon in the industry’s last decade of accomplishments. The confidence in the success this organization can provide to existing and prospective customers is a rare find for an already accomplished sales executive’s future career.

Focus – Less concerned with the market’s view and more focused on serving customer’s requirements effectively, Stream Data Centers plans to win through an intense commitment to change the colocation procurement industry by remaining nimble, scalable, and quick to respond, at scale.

Financial Strength – Stream is unique in the whole of the market in that they privately finance their deals which allows a great deal of opportunistic creativity and flexibility for client’s requirements. One size or solution does not fit all. Stream has the capacity, interest, and ability to construct deals customers need.

  

COMPENSATION

The compensation package for the VP Enterprise will be determined relative to the final candidate’s current circumstance and specific requirements. The package is expected to include a competitive base salary, annual performance compensation, health benefits, and long-term incentive compensation.

 

SEARCH PROCESS

Following a thorough exchange of information relating to company information, resume, and key qualifying criteria, CFS Partners anticipates recommending a short list of candidates to Chris Bair, SVP Sales & Leasing, in August 2021. Finalists will meet with members of Stream’s executive leadership team. The selected finalist will be presented with a compelling and competitive offer contingent on background check and thorough references.