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Director, Business Development – location North America

Title: Director, Business Development

Report to: Vice President, North America
Local: NAM

Uptime Institute is an unbiased advisory organization focused on improving the performance, efficiency, and reliability of business-critical infrastructure through innovation, collaboration, and independent certifications. O Uptime Institute serve todos os stakeholders responsáveis pela disponibilidade de serviços de TI por meio de padrões líderes na indústria, educação, networking entre pares, consultoria e programas de premiação oferecidos a organizações empreendedoras e operadores de terceiros, fabricantes e prestadores de serviços. O Uptime Institute é reconhecido mundialmente pela criação e administração do Tier Standards & Certifications para projeto, construção e operações de Datacenter, junto com seu Selo de aprovação de Management & Operations (M&O), metodologia FORCSS® e Selo de aprovação Efficient IT. Uptime Institute—The Global Data Center Authority®—has office locations in the U.S., Mexico, Costa Rica, Brazil, U.K., Spain, U.A.E., Russia, Taiwan, Singapore, Dubai, and Malaysia.

Uptime Institute is now seeking a business development professional with experience developing consulting business in the data center industry. This position will help expand the company’s global sales activities across the current and developing service portfolio.

This position will be responsible to promote concepts and services, and close contracts (per company policies) for Uptime Institute services. The focus of this business development professional will include data center industry organizations and professionals for both existing and new accounts in the region.

The Director of Business Development will generate new direct and indirect/third-party sales opportunities for Uptime Institute’s Tiers, Operational Sustainability, Due Diligence and M&O (Management & Operations) professional services in their region.

The professional services include certification and consulting on both infrastructure (Due Diligence Assessments, Preliminary Reviews and Tier Certification) and operations (Tier Certification of Operational Sustainability Management & Operations Stamp of Approval) and strategic support in the development and implementation of a robust Facilities Management Programs (Facilities Management & Operations ([FMO] Advisory).

Responsibilities:

  • Work closely with regional sales team, as well as with the global executive team, to identify all strategic, long-term, or portfolio-wide opportunities.
  • Develop and manage incoming leads and ongoing industry outreach, including education of the industry regarding these offerings and the IP upon which they are based.
  • Manage maturing leads, supporting scope and price negotiation culminating in a proposal, and initiating the contract phase.
  • Maintain timely and accurate sales information and tracking through Uptime Institute's CRM (SalesForce).
  • Facilitate follow-up and provide roll-up reporting to senior management
  • Domestic travel in support of Uptime Institute events and on-site business development are requisite for this position.

Requirements and Qualifications:

  • 5 -7 years’ experience in Business development and market development background with demonstrable success in identifying new prospective customers, building a pipeline, and closing consulting agreements.
  • Experience and knowledge of the global Data Center market.
  • Capability to recognize, explore, and scope consulting services consistent with the focus and mission of Uptime Institute and its service offerings.
  • Proven sales track record exceeding goals with emphasis on securing and expanding profitable customer relationships.
  • Preference given for candidates with an Intimate knowledge of data center planning, design, construction, and operations—and a track record of selling services in this data center consulting discipline.
  • Strong verbal and written skills with proven experience in technical subject matter.
  • Strong networking, negotiating, and interpersonal skills.
  • A customer-centric approach.

 


Director, Business Development – location Chile

Title: Director, Business Development

Report to: Mozart Mello, Managing Director Latam
Local: Santiago, Chile

Uptime Institute, una división independiente de The 451 Group, es una organización de asesoramiento imparcial centrado en mejorar el rendimiento, la eficiencia y la fiabilidad de la infraestructura crítica de negocio a través de la innovación, la colaboración y certificaciones independientes. Uptime Institute sirve a todos los actores responsables de la disponibilidad de servicios de TI a través de estándares de la industria que conducen, la educación, la creación de redes peer-to-peer, consultoría y programas de premios entregados a las organizaciones empresariales y los operadores, fabricantes y proveedores. El tiempo de actividad del Instituto es reconocido a nivel mundial para la creación y administración de las Normas Tier y certificaciones para centro de datos de diseño, construcción y operaciones, junto con su sello de aprobación Gestión y Operaciones (M & O), metodología FORCSS®, y el sello aprobación de TI eficiente. Uptime Institute Data Center Global Authority® tiene oficinas en los EE.UU., México, Costa Rica, Brasil, Reino Unido, España, U.A.E., Rusia, Taiwán, Singapur, Dubai y Malasia.

Uptime Institute ahora está buscando un profesional en desarrollo de negocios con experiencia desarrollando el negocio de consultoría en la industria de centros de datos. Esta posición ayudará a expandir las actividades de ventas en Sudamérica a través de la cartera de servicios actuales y en desarrollo.

Con base Sudamérica, esta posición será responsable de promover conceptos y servicios, así como concretar contratos de servicio (por políticas de la empresa) para Uptime Institute. El enfoque de este profesional de desarrollo de negocios incluirá organizaciones de la industria de centros de datos y profesionales, tanto para las cuentas existentes y nuevas de la región.

El director de desarrollo de negocios generará nuevas oportunidades directas e indirectas / ventas de terceros para los Tiers de Uptime Institute, sostenibilidad operativa, la debida diligencia y los servicios profesionales de M & O (Gestión y Operaciones) en Sudamérica.

Los servicios profesionales que incluyen la certificación y consultoría tanto en la infraestructura (Evaluaciones, exámenes preliminares y Certificaciones Tier), operaciones (Certificación Tier de Operación Sostenible y sello gestión de la sostenibilidad y Operaciones) y el apoyo estratégico en el desarrollo e implementación de una sólida Programas de Gestión de Instalaciones (Gestión de Instalaciones y Operaciones [FMO]).

Responsabilidades:

  • Trabajar en estrecha colaboración con el equipo de ventas de Latinoamérica, así como el equipo ejecutivo global, para identificar oportunidades estratégicas, a largo plazo, y toda la cartera de servicios.
  • Desarrollar y gestionar las oportunidades nuevas así como oportunidades en curso así como en entrenamiento de la industria en las ofertas de servicios.
  • Manejo de oportunidades potenciales, apoyando el alcance y negociación de precios, culminando en una propuesta y el inicio de la fase de contrato.
  • Mantener la información de ventas puntual y precisa así como el seguimiento a través del CRM (Salesforce) de Uptime Institute.
  • Facilitar el seguimiento y proporcionar informes de actividades a la alta dirección.
  • Viajes en apoyo de eventos de Uptime Institute para el desarrollo comercial, tanto nacionales como en el extranjero son necesarios para este puesto.

Requisitos y Calificaciones:

  • 3-5 años de experiencia en el desarrollo de negocios y perfil de desarrollo de mercado con éxito demostrable en la identificación de nuevos clientes potenciales, desarrollo de oportunidades de negocio, y el cierre de contratos de consultoría.
  • Fuerte conocimiento de la Administración de la Infraestructura del Centro de Datos.
  • Capacidad para reconocer, explorar, desarrollar el alcance de servicios consistentes con el enfoque y la misión de Uptime Institute así su oferta de servicios de consultoría.
  • Historial comprobable de ventas superior a los objetivos, con énfasis en asegurar y ampliar las relaciones rentables con los clientes.
  • Se dará preferencia a los candidatos con un conocimiento amplio de la planificación de centros de datos, diseño, construcción y operaciones, y un historial de venta de servicios de consultoría en Centros de Datos.
  • Habilidades verbales y escritas fuertes con experiencia probada en materia técnica.
  • Establecimiento fuerte de relaciones, negociación y habilidades interpersonales.
    Un enfoque centrado en el cliente.
  • Es necesario una fluidez en inglés y el portugués será un diferencial.

 


Vice President Sales Europe – UK based, remote

Title: Vice President Sales Europe

Report to: Managing Director, EU
Local: UK based, remote

Uptime Institute is an unbiased advisory organization focused on improving the performance, efficiency, and reliability of business-critical infrastructure through innovation, collaboration, and independent certifications. O Uptime Institute serve todos os stakeholders responsáveis pela disponibilidade de serviços de TI por meio de padrões líderes na indústria, educação, networking entre pares, consultoria e programas de premiação oferecidos a organizações empreendedoras e operadores de terceiros, fabricantes e prestadores de serviços. Uptime Institute is recognized globally for the creation and administration of the Tier Standards & Certifications for Data Center Design, Construction, and Operations, along with its Management & Operations (M&O) Stamp of Approval, FORCSS® methodology, Efficient IT Stamp of Approval and Hybrid Resiliency Services. The Uptime Institute also operates a Global Network of member companies.

Uptime Institute – the Global Digital Infrastructure Authority, is headquartered in New York, NY, with offices in Seattle, London, Sao Paulo, Dubai, Singapore, and Taipei. For more information, please visit www.uptimeinstitute.com.

The VP Sales Europe is responsible for driving all commercial aspects of Uptime Institute market penetration and service delivery across the Europe. The countries in this region consist of Albania, Andorra, Austria, Azerbaijan, Belgium, Bosnia, Bulgaria, Croatia, Cyprus, Czech Rep, Denmark, Estonia, Finland, France, Germany, Greece, Greenland, Herzegovina, Hungary, Iceland, Ireland, Israel, Italy, Kosovo Macedonia, Kyrgyzstan, Latvia, Lichtenstein, Lithuania, Luxembourg, Malta, Moldova, Montenegro, Netherlands, Norway, Poland, Portugal, Turkey, Romania, Serbia, Slovakia, Slovenia, Spain, Sweden, Switzerland, Tajikistan, Turkmenistan, UK & Uzbekistan.

The primary focus is the Uptime Institute Professional Services offerings, including but not limited to Tier Certification of Design, Constructed Facility, Operational Sustainability and accompanying preliminary/preparatory services; Training & Personal Accreditation (e.g, ATD, AOS, ATS) Custom Consulting & Training, Management & Operations Stamp of Approval, Efficient IT Assessment, Consulting, Data Center Risk Assessment, Digital Resiliency Assessment, and new services either existing or to be developed.

Growing the Uptime Institute Network in the Europe region, in conjunction with the Regional and Global Network Directors is also part of the role of the VP Sales Europe.

The principal objective is to increase, on an ongoing basis, Uptime Institute consulting and certification revenue in Europe, but also to participate in appropriate product/service development, construct and execute a market strategy, and to ensure that services are delivered in a manner consistent with Uptime Institute’s goals.

This position will be based in London and the VP Sales, Europe will report directly to Chief Revenue Officer, based in the UK.

This position involves close coordination and collaboration with the following individuals or groups: CTO; Marketing; Content & Publications; Business Support Services; Project Management; and Events. All service delivery protocols are overseen centrally, so this position will be responsible for ensuring adherence among consultants, as well as ongoing reporting to technology and project management stakeholders.

The primary responsibilities will include, but are not limited to the following:

  • Drive increased revenue generation associated with Uptime Institute Professional Services offerings
  • Manage the Sales team in the Europe region
  • Manage the capture and assignation of incoming leads and ongoing industry outreach, including education of the industry regarding these offerings and the IP upon which they are based
  • Directly develop new leads, opportunities, and relationships
  • Directly manage maturing strategic-level/high-value leads, supporting scope and price negotiation culminating in a proposal, and initiating the contract phase
    • Continue to serve, and/or transition, existing Strategic Accounts that are not centralized in Europe.
  • Maintain timely and accurate revenue and account management information and tracking through Uptime Institute’s CRM (SalesForce) and provide regular forecasting and other reporting to senior management
  • Support, directly and on a sustained basis, the Marketing Group’s development of a short- and long-term marketing strategy for Europe and support its execution.
  • Travel in support of Uptime Institute events and on-site business development efforts domestically (and internationally on a selective basis).
  • Directly support service delivery, for and beyond Strategic Accounts, as circumstances warrant.
  • Fluent English is a requirement.

 


Sales Analyst – location UK

Position: Sales Operations Analyst

Reports to: Chief Commercial Officer

Uptime Institute is an unbiased advisory organization focused on improving the performance, efficiency, and reliability of business-critical infrastructure through innovation, collaboration, and independent certifications. O Uptime Institute serve todos os stakeholders responsáveis pela disponibilidade de serviços de TI por meio de padrões líderes na indústria, educação, networking entre pares, consultoria e programas de premiação oferecidos a organizações empreendedoras e operadores de terceiros, fabricantes e prestadores de serviços. O Uptime Institute é reconhecido mundialmente pela criação e administração do Tier Standards & Certifications para projeto, construção e operações de Datacenter, junto com seu Selo de aprovação de Management & Operations (M&O), metodologia FORCSS® e Selo de aprovação Efficient IT.

Uptime Institute – The Global Data Center Authority®, has office locations in the U.S., Mexico, Costa Rica, Brazil, U.K., Spain, U.A.E., Russia, Taiwan, Singapore, and Malaysia. Acesse www.uptimeinstitute.com para obter mais informações.

Uptime Institute Professional Services is growing to meet the demand of the industry and seeks an experienced individual to assist in its vigorous global expansion.

Reporting to the Senior Vice President, Sales Analyst will be primarily responsible for the administration, management, and communications of sales process for the region. In addition, the successful candidate will be responsible for monthly sales forecasting, as well as reporting against a variety of sales metrics around closed business, renewals, and pipeline. The Sales Analyst will work collaboratively with our global, internal teams, particularly, Sales, Delivery, Product Management, Marketing, Finance, Human Resources, and Senior Management.

Duties & Responsibilities:

  • Oversee pipeline management and meet regularly with each IMEA sales director to improve pipeline completeness, accuracy, timeliness, and overall integrity, ensuring timely conversion to opportunities
  • Support the sales team with process improvement, measurement, tracking and analytics relevant to their functional areas
  • Oversight of allocation and assignment through regional sales organization of results of lead generation and qualification activities, in partnership with marketing
  • Ensure comprehensive Salesforce policy adherence
  • Report key metrics including (i) pipeline initiation and growth, (ii) dormant accounts, (iii) close-lost opportunities, (iv) lead conversion rate, (v) win-loss ratio and (vi) accuracy of ongoing sales forecasting
  • Manage and track sales team logged activities
  • Track Market and Industry event leads and ensure they are logged into salesforce and followed up effectively by the individual sales directors
  • Plan, coordinate and provide both new hire and ongoing sales training for direct sales and partner organizations
  • Coordinate activities and reporting with Global Sales Support team

Qualifications:

  • Minimum 5 years of relevant business experience, preferably in technology/digital infrastructure Experience of sales operations especially as it relates to pipeline management
  • Hard working and diligent personality with strong attention to detail
  • Analytical, logical, and strategic thinker, able to organize, structure and communicate ideas clearly Goal oriented: able to manage multiple priorities with competing deadlines, eliminate obstacles and drive success; able to work under pressure to meet tight deadlines
  • Adaptable and able to respond quickly to a constantly changing and growing business environment
  • Strong communication skills: confident interacting with business stakeholders and managing their expectations Advanced Excel, Salesforce, and data management skill

 


Junior Project Manager – UK based, remote

Title: Junior Project Manager

Report to: Senior Director, Project Management
Local: UK based, remote

O Uptime Institute é uma organização consultiva imparcial focada no aprimoramento de desempenho e eficiência e na confiabilidade de infraestrutura fundamental para os negócios por meio de inovação, colaboração e certificações independentes. O Uptime Institute serve todos os stakeholders responsáveis pela disponibilidade de serviços de TI por meio de padrões líderes na indústria, educação, networking entre pares, consultoria e programas de premiação oferecidos a organizações empreendedoras e operadores de terceiros, fabricantes e prestadores de serviços. O Uptime Institute é reconhecido mundialmente pela criação e administração do Tier Standards & Certifications para projeto, construção e operações de Datacenter, junto com seu Selo de aprovação de Management & Operations (M&O), metodologia FORCSS® e Selo de aprovação Efficient IT.

Uptime Institute – the Global Digital Infrastructure Authority, is headquartered in New York, NY, with offices in Seattle, London, Sao Paulo, Dubai, Singapore, and Taipei. For more information, please visit www.uptimeinstitute.com.

Position Description

The Junior Project Manager works with the Uptime Institute colleagues and clients to deliver global, customer-focused, contracted engagements, managing all aspects of projects throughout the project life cycle in accordance with the standard policies and best practices. The Junior Project Manager supports the Regional Project Manager as needed to ensure PMO goals and priorities are met.

In addition to client engagement projects, the Junior Project Manager is responsible for fulfilling roles and responsibilities defined by PMO and achieving organizational goals. This position will report to the Senior Director of Project Management Office.

Summary of Key Responsibilities and Expectations

Essential job functions include but are not limited to the following:

  • Manage assigned projects end to end, working closely together with internal teams, client, and all stakeholders following the standard guideline and best practices; ensure successful kickoff, understand, and manage project scope, client needs, and risks throughout the project lifecycle, develop and manage project timeline, and see through the successful delivery and completion of projects.
  • Serve as primary client contact and success manager throughout the engagement.
  • Ensure optimal resource planning and allocation within project requirements and established company policies. Support resource development as needed.
  • Monitor project schedules, progresses, and costs to ensure projects are completed on time and within contracted scope and budget (estimated effort and expense) by the most effective means available. Maintain, adjust, and update project plans as needed.
  • Identify, communicate, and manage all issues and risks affecting the project in a timely manner and work towards solutions.
  • Maintain accurate project records in the appropriate systems to facilitate continuous reporting and planning.
  • Lead project teams and sub-teams in project execution, ensuring compliance with established company project management methodologies and standards. Ensure that all project documentation is completed accurately and on time.
  • Manage project invoicing milestones for forecasting and payment tracking, and support collections efforts by communicating to client current payment status and impact to project schedule and following the standard policy.
  • Compile and deliver reports on project and department level status, forecasts, metrics, KPIs, etc. as requested and approved by management, including but not limited to consultant utilization, productivity, revenue forecast, and ad hoc report requests.
  • Demonstrate a professional and solution-focused mindset.
  • Stay on top of standard guidelines and policies and help evangelize best practices.
  • Fulfill roles and responsibilities as necessary, approved, and assigned.

Basic Qualifications

  • 2+ years of project management/coordination experience
  • Bachelor's degree or an equivalent combination of education and relevant experience

Required Knowledge, Skills, and Abilities

  • Ability to apply multidisciplinary business principles and practices to achieve successful outcomes in cross-functional projects and activities.
  • Ability to manage multiple concurrent projects on time and budget.
  • Ability to engage in conflicts or challenging conversations in a constructive way and resolve them with positive, actionable outcomes.
  • Ability to effectively work with remote global teams.
  • Ability to lead by example and build teams with a confident and positive attitude, patience, honesty and integrity, and a strong sense of commitment.
  • Seeks and provides honest, constructive feedback.
  • Ability to build and lead high-performing project teams and facilitate project team engagements.
  • Strong written and verbal communication skills
  • Strong organization skills
  • Proficiency in project management tools (preferably Smartsheet), and the MS Office Product Suite, particularly Excel, PowerPoint, and Word.

 


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