Data Centre Channel & Sales Manager

Who we are

The Workshop is a tech company that develops intuitive software for the online gaming industry. Our motto is to move “Fearlessly Forward” together. Cooperative innovation is at the center of everything we do – from our games, new products and technologies, to how we collaborate and share inspiration with one another.

Within The Workshop, Host Co. is a managed services provider that values our customers privacy, data sovereignty and security. We offer our clients a number of products and services including Cloud (IaaS, PaaS and SaaS), co-location in our own data centres and many other ‘as a’ services. Our business is made up of diverse, highly skilled people who enable our customers and their businesses by matching the right solutions to their technology needs.

Job Scope

The purpose of this sales role is to specifically target the LATAM market with an initial focus on Colombia. Therefore, a high level of travel is expected for the position.

What you'll do

- Sales

• Meet quarterly and annual sales targets.
• Develop and maintain a pipeline of qualified leads.
• Prepare and present proposals and quotes to customers.
• Negotiate contracts and close sales deals.

- Business Development

• Work closely with key vendors to engage with named accounts.
• Develop and execute channel programs to drive partner engagement and sales growth.
• Provide training and support to channel partners to ensure they are equipped to effectively sell DC colocation services.

- Account Management:

• Manage a portfolio of accounts, ensuring high levels of customer satisfaction and retention.
• Act as the primary point of contact for clients, developing additional sales and business.
• Develop account plans and strategies to maximize revenue and client success.

- Collaboration & Communication:

• Work closely with internal teams, including marketing, product management, sales engineering and operations, to ensure alignment and support for sales initiatives.
• Provide regular updates and reports to senior management on sales performance, market trends, and key account activities.
• Represent the company at industry events, conferences, and trade shows.

What you'll bring

- Education & Experience:

• Bachelor’s degree in Business, Marketing, IT, or a related field. MBA is a plus.
• 10+ years of experience in sales and channel management, specifically within the data center colocation or related industry.

- Skills & Competencies:

• Proven track record of achieving and exceeding sales targets.
• Strong understanding of DC colocation services and IT infrastructure.
• Excellent communication, negotiation, and presentation skills.
• Ability to build and maintain strong relationships with clients and partners.
• Strategic thinking and problem-solving abilities.
• Native Spanish speaker, good English language skills.

- Technical Knowledge:

• Familiarity with data center operations, cloud computing, and network infrastructure.
• Proficiency in CRM software (e.g., Hubspot) and MS Office Suite.

- Leadership and Decision-Making

• Reporting will follow dual reporting lines, both to the CCO and to the regional Head of Data Centre, to ensure local responsiveness while maintaining overall consistency. There will be regular coordination and communication channels between the CCO and the regional Head of DC to ensure alignment and address discrepancies and support requirements.
• The role will follow due process with regards to sales closure in line with pricing and profitability strategies.
• The role will be purely focused on sales and revenue generation. Whilst the initial DC capacity of 40 racks could provide 720K to 960K$ a year there will be a gradual ramp up.

- Problem-Solving and Complexity

• Proficiency in CRM software (e.g., Hubspot) and MS Office Suite.

- Lead Generation

• Reaching out to potential accounts, pipeline creation, building the relationship, identifying the opportunities

- Leveraging Internal Resources 

• To ensure the relevant solutions are proposed in a profitable manner to the client

- Sales Closure

• Including solution and price negotiation, as well as go to contract phase.

What's in it for you

• A friendly, inclusive and multicultural environment. We are made up of over 35 nationalities and speak almost 30 languages.
• An attractive salary and personal growth opportunities.
• Private health insurance.
• Gym membership discount.
• Self-managed learning budget.
• Employee referral bonus programme.
• In-company English lessons at different levels with native teachers.
• The possibility of enjoying your holiday period before completing the first year with us.
• The opportunity to take up to three paid volunteering days each year.
• A range of events throughout the year, including Learning Labs, Hackathons and Designathons.