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Job Summary

Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on largest global accounts in region. Facilitate strategic account planning, leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.  Develop and lead the Equinix Field Sales Team in Indonesia.

Responsibilities

Business goals

• Achieves personal and team business goals on a monthly, quarterly and annual basis.

• Develops, coaches and lead the Field Sales team to success

Build Customer Relationships

• Plans, builds, and manages relationships with key stakeholders in assigned accounts/prospects

• Facilitates customer relationships to ensure timely resolution of customer issues

• Conducts quarterly business reviews with customers to identify and develop new selling opportunities

• Leads Executive Briefings

Leverage Internal & External Partners

• Leads a coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Service Providers, Strategic Alliance Partners, etc.)

• Collaborate with the sales teams around the world to sell Platform Equinix globally

• Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts

Account Planning

• Research and documents detailed understanding of customer business and organizational landscape

• Develops strategic, global account plans focused on maintaining/growing accounts

• Drives strategic, global & multi-line of business global account plans

Solution Selling

• Identifies customer’s business needs, challenges, and technical requirements, matching to Equinix solutions in partnership with SEs/SAs

• Leading delivery of pitch, partnering with the Global Technical Sales team

• Sells full suite of Equinix offerings to include global footprint and achieves exports

Contract Renewals

• Proactively addresses churn risk customers using internal resources and external partners

• Facilitates customer contract renewals and negotiations to protect revenue

• Leverages resources to understand customers’ obligations around notice periods, renewal terms, and Equinix’s exposure

Pipeline Management

• Actively supervises and maintains status of opportunities in SFDC, following the principles of forecasting

• Identifies at-risk accounts, expiring contracts and forecasts churn

Territory Planning

• Entrepreneurial approach in penetrating and growing Malaysian metro through thoughtful strategy, planning and execution

• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives

• Provides accurate forecasts using the Equinix CRM and Forecasting tools

• May focus on vertical or sub-vertical within a dedicated sector

Prospecting

• Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification

• Activity managers pipeline development and progression through prospecting on a daily basis

• Uses tools to prospect and leverage account strategy plans

Negotiation

• Leads commercial offer and contract negotiations, using internal resources as needed to acquire the best commercial terms possible

• Understands commercial levers and problem solves to make initial recommendations on deal structure

• Partners with sales leadership to present at regional deal review

Qualifications

• 15+ years of direct B2B selling experience that includes having led high performance sales teams

• Minimum Bachelor's Degree required

• Extensive experience selling in the Indonesia market

• Experience of having worked in a global, matrixed sales organization desirable

• Successful history of direct new business sales, with the ability to prove consistent delivery against targets

• Proficient in English and Bahasa Indonesia