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Sales Director
Sales Director
- JR-145400
- Kota Jakarta Selatan
- Sales
- Full time
Who are we?
Equinix is the world’s digital infrastructure company®, operating over 250 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.
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.
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
Equal Employment Opportunity:
Equinix is an Equal Employment Opportunity and Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law. (Equal Opportunity / AA / Disabled / Veterans Employer)
View additional Equal Employment Opportunity information here.
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