Sales Manager

Who are we? 

Equinix is the world’s digital infrastructure company, operating 200+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.

We are a fast-growing global company with 70+ consecutive quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of nearly 10,000 companies, including 1,800+ networks and 2,900+ cloud and IT service providers in over 26 countries spanning five continents.  

A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment. that is foundational to our core values as a company and is vital to our success.

Responsibilities:

Account Planning and Management:

• Build and maintain relationship with wide ranging stakeholders in assigned accounts and prospects.

• Leads Executive briefings and strengthen Executive level business relationship with all major customers.

• Researches and documents detailed understanding of customer business and organizational landscape on select accounts as needed

• Develops account plans focused on maintaining/growing accounts on occasion

• Drives coordinated selling approach and account planning with global counterparts.

• Conduct quarterly business review with customers to identify new selling opportunities.

• Facilitate and rally internal support to ensure timely resolution of customer issues.

• Proactively engage customers with churn risk, facilitate contract renewals and negotiate to protect revenue in view of contractual obligations.

• Provides and seek direct support to cross functional team 

• Assists with onboarding and training new team members on occasion

Territory Planning

• Prioritize list of accounts for short and long-term pursuit based on the assigned sales objective

• Develops and executes against a comprehensive account/territory plan leveraging internal resources (Sales Operations, Marketing, etc.)

• Accountable to drive territory plans and account plans for key prospects and customers

• Optimizes resources within the organization.

Prospecting, Pipeline Management and Forecasting

• Prospects account base assigned to sell global platform and exporting outside of country

• Pitch prospects primarily at C-level and leverage industry leaders and partners to build contacts.

• Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects and leveraging industry contacts and partners 

• Achieves and exceeds assigned sales targets

• Provides accurate forecasts on regular cadence

• Ensures operational discipline to meet forecast, following the principles of forecasting.

• Identify account(s) with churn risk, keep tab on expiring contracts and forecast Follows set expectation and regular cadence for pipeline reviews; reporting pipeline status to direct manager

Solution Selling

• Ensures implementation and adoption of solution selling skills (Selling Equinix Value) in daily routines.

• Actively participate to develop required solutions and value proposition for laying them out for opportunities 

• Should have good amount of cross vertical acumen so as to advise/coach team on occasions.

• Identifies customer’s business needs, challenges, and technical requirements and recommends to Equinix solutions

• Leads sales pitch delivery, leveraging Sales Engineers where appropriate; adapts pitch to customer needs and persona 

• Sells full suite of Equinix offerings to include global footprint

• Leverages internal / external partners to drive solution development in new areas/prospects

Build Customer Relationships

• Plans, builds, and maintains long-term relationships with key accounts

• Provides coaching on conducting quarterly customer business reviews and executive briefing with key customers

• Facilitates key customer relationships to ensure timely resolution of customer issues

Leverage Internal & External Partners

• Implements strategy and communication plan with customers / external partners (Reseller, Platform, etc.)

• Drives a coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.)

• Implements and monitors demand generation programs and campaigns in partnership with Marketing

People Management & Coaching

• On occasions, should be able to provide required leadership and direction to a team of individual contributors for defining and executing on their territory/account plans

• Creates spirit of collaboration, engagement, and sharing best practices within sales teams

• Maintain the mentoring and coaching attitude to level up teammates and open to share best practices and guidance

• Ensures and drives with example, accountability for the performance and results

• Owns and manages all escalations to senior leadership for critical matters

• On occasions, responsible for all hiring decisions and activities, compensation, quarterly conversations, performance counseling, coaching and career development.

Qualifications:

• 15+ years experience in Selling Services of Data Centre/Telecom/Carriers/OEM preferred

• Bachelor's Degree with Master in Business Administration (MBA) degree required

• Excellent ability to understand techno-commercials and present it to C level and technical stakeholders

Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.​