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Senior Account Executive, Digital Services

 

Senior Account Executive, Digital Services

  • JR-129862
  • Frankfurt
  • Sales
  • Full time
Senior Account Executive, Digital Services

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.

Overview:-

The Senior Digital Services Sales Specialist will be part of a new team within the Equinix EMEA Sales organisation. As part of the new overlay team, the Senior Digital Specialist will partner with Sales Account Executive to sell digital products to new accounts and/or existing accounts. You will coach Field Sales on digital and new product offerings as well as partnering with Sales Account Executives on strategic account planning for large/global accounts in region.  You will leverage a wide-range of previous experience to resolve complex issues.

Responsibilities

Product Solution Expertise

· Has in depth knowledge of all digital products, services and offerings. Shares industry best practices, our digital service product offerings, and their benefits to customers.
· Supports building digital expertise and new products growth across field sales. Partners with Sales Account Executives on digital customer fit, pitch, personas, uses cases, common pain points, potential competitors, and how to handle objections.
· Understands and works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors.
· Maintains and grows expertise in leading transformational technology concepts and methodologies
· Develops market knowledge of partner solutions and uses cases, and product adjacent technologies to share with extended sales team

Build Customer Relationships

· Works as a business partner with account teams to develop digital pursuit strategies with customers and partners which are larger or more strategic in nature.
· Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects and partners.
· Contributes to quarterly business reviews with customers to identify and develop new digital selling opportunities.
· Advises others on complex matters.

Territory/Account Planning

· In partnership with Sales Account Executive, builds and executes customer acquisition strategy to expand digital solutions market share in existing accounts and new logos
· Coaches Account Executives to qualify and prioritize digital services opportunities for short and long-term pursuit to achieve assigned sales objectives 
· Works as a business partner with account teams to develop pursuit strategies for engaging IT leadership. Engages and influences key stakeholders in assigned accounts, prospects, and partners.
· Develops initiatives to increase new digital product sales flow, senior client meetings and ways to position the comprehensive product portfolio
· Contributes to quarterly business reviews with customers to identify and develop new digital selling opportunities.
· Collaborates with the extended sales team throughout the customer life cycle. Contributes to post sale account planning and adoption.

Product Solution Selling

· Understands business drivers, challenges, pain points and how Equinix digital solutions provide business outcomes that align to those initiatives. Works with Account Executives to identify customers’ business needs, challenges and technical requirements.
· Leads SME Level presentations and compelling pitches.
· Works closely with Solutions Architects to design digital solutions that drive customer outcomes.
· Defines value metrics within the prospects/customers and delivers value assessments
· Engages and influences key decision makers within client base.
· Facilitates resources necessary to further sales cycle such as Solution Architects, Technical Account Managers, Product, Customer Success, Marketing etc.
· Meets or exceeds Monthly, Quarterly and Annual sales objectives and revenue quota, constantly working towards team, monthly & quarterly KPI metrics such as pipeline build, revenue attainment, digital bookings and opportunities development.
· Leverages external partners to drive solution development in new areas/prospects

Pipeline Management

· Provides product specific forecasting and opportunity status to Digital Sales Management and consults with extended sales team on revenue growth
· Works with Marketing, Channel and Business Development to support the creation and running of campaigns to generate additional pipeline
· Implements and tracks metrics for recording the success and quality of the sellers in your territory.
· Uses these metrics to guide your work and uncover hidden areas of opportunity.
· Partners with  Account Executives to identify at risk accounts and how digital products or services could increase renewal chances.
· Determines methods and procedures on new assignments.

Negotiation

· Drives quoting, negotiating, and closing digital services sales in a global solution(s) selling environment. 
· Supports the Account Executive with digital services contracts and serves as a liaison to the legal team.
· Understands commercial levers and problem solves to make initial recommendations on deal structure

Mentorship / Lead

· Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices

Experience:

Fluent/Business level German

Extensive experience in overlay sales role - selling digital services

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

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