Strategic Sales Executive - Digital Infrastructure

About this role

C.H. Robinson is seeking a Strategic Sales Executive – Digital Infrastructure to join our team. In this role you will be dedicated to developing and growing C.H. Robinson's presence within the Digital Infrastructure sector. You must possess demonstrated experience selling transportation and logistics solutions to organizations within the digital infrastructure ecosystem, including data center operators, hyperscalers, colocation providers, telecommunications companies, infrastructure contractors, technology manufacturers, and related service providers. To be successful in this role you will leverage industry expertise and established relationships to identify, develop, and close opportunities across truckload, LTL, expedited, short-haul, and other supply chain solutions supporting data center construction, expansion, maintenance, and operations.

This role may be based in any U.S. location.

Exceptional Earning Potential
This role offers significant upside for high performers. With a competitive base salary and incentive structure, top-performers have the potential to earn $500,000–$700,000+ in total annual compensation based on sales performance and achievement at target.

DUTIES AND RESPONSIBILITIES
The duties and responsibilities of this position consists of, but are not limited to, the following:

Growth:

• Serves as a subject matter expert on transportation and supply chain solutions supporting Digital Infrastructure construction, infrastructure deployment, technology refresh cycles, and ongoing operational logistics.

• Utilizes CRM, industry intelligence, and market insights to identify, prioritize, and pursue strategic opportunities within the Digital Infrastructure vertical.

• Establishes multiple contacts and builds relationships at high levels within prospects or existing customers; developing advocates within a customer’s organization to strengthen relationships

• Understands and stays informed of the customers’ business, industry, and sector and applies that knowledge to identify opportunities, and articulate where we can provide value within the customer’s supply chain

• Generates revenue through the acquisition and expansion of targeted accounts within the Digital Infrastructure vertical.

• Develops relationships across the Digital Infrastructure ecosystem, including owners, operators, contractors, engineering firms, and technology manufacturers to identify transportation opportunities associated with construction projects, infrastructure deployments, and ongoing operations.

• Effectively executes strategic sales activities to meet or exceed annual revenue, growth, and pipeline objectives.

• Interprets how multiple factors effecting market conditions could impact a customer’s supply chain and will deliver a persuasive case for change

• Identifies the right pricing strategy through a clear understanding of the customer’s complex solution and CHR’s position within the customer’s supply chain

• Uses highly proficient knowledge of all service lines and modes to conduct an effective and thorough discovery call with customers

• Stays closely aligned to all relevant trends and developments within C.H. Robinson and the transportation industry which could impact current or prospective customers

• Collaborate with commercial resources from other (global) regions and service lines to facilitate cross selling opportunities

• Ensure won business is successfully implemented; manage the transition of new business into our account management stage (depending on deal structure)

• Maintain a visible presence within the Digital Infrastructure community through participation in relevant industry conferences, associations, trade shows, and customer events.

Solution Design:

• Builds and leads a winning deal team using the right internal resources; leading and collaborating with partners on the capacity/supply and account management teams to develop a tailored and complex solution

• Manages conflict and navigates difficult conversations and can navigate matrix environments, with customers or internal partners

• Builds and delivers proposals; tailoring each presentation to the customer

Process Efficiency:

• Leverages customer facing technology to ensure the right technology is matched to customer needs

• Collaborates and partners with Account Management teams to create and execute an implementation plan to effectively transition relationship management duties; assists in the development of any SOPs required to manage the customers’ business effectively

• Influences customers to leverage automation and increase process efficiency from day one of implementation

• Organizes and prioritizes opportunities utilizing sales management tools

• Negotiates appropriate payment terms and processes

• Uses internal tools and resources, including but not limited to service line and pricing SMEs, to determine customer pricing strategy

• Assists in the development of any SOPs required to manage the customers’ business effectively

QUALIFICATIONS
Required:

• High School diploma or GED

• Minimum 6 years of consultative transportation sales experience, including demonstrable success selling transportation and logistics solutions to customers within the Digital Infrastructure, Data Center, Cloud, Telecommunications, Colocation, or related technology sectors.

• Demonstrated understanding of the Digital Infrastructure ecosystem, including data center operators, hyperscalers, cloud providers, telecommunications companies, engineering firms, contractors, and technology manufacturers.

• Ability to travel a minimum of 50% (domestically and/or internationally)

Preferred

• Bachelor’s degree from an accredited college or university

• Technical proficiency in MS Office

• Demonstrated negotiation and sales strategies experience

• Strong presentation and organizational skills

• Strong communication and interpersonal skills

• Proven ability to identify, gain entrance into, create and sell…