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Job Summary

The Equinix Digital Sales Specialist plays a crucial role in driving sales and revenue growth by partnering with Sales Account Executives to sell digital products to new and existing accounts. This position also involves coaching Field Sales on digital and new product offerings and collaborating on strategic account planning for large/global accounts in the region. The Digital Sales Specialist utilizes their advanced experience to resolve complex issues, making them an invaluable asset to the team.

Responsibilities
Product Solution Expertise

• Demonstrate in-depth knowledge of all digital products, services, and offerings

• Share industry best practices, our digital service product offerings, and their benefits to customers

• Support the development of digital expertise and new product growth across the field sales team

• Partner with Sales Account Executives to identify customer fit, pitch strategies, personas, use cases, common pain points, potential competitors, and objection handling techniques

• Stay updated on leading transformational technology concepts and methodologies

• Develop market knowledge of partner solutions, use cases, and product adjacent technologies to share with the extended sales team

Build Customer Relationships

• Work as a business partner with account teams to develop digital pursuit strategies for larger or more strategic customers and partners

• Plan, build, and maintain relationships with key stakeholders in assigned accounts/prospects and partners

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

• Provide advice and guidance on complex matters

Territory/Account Planning

• Collaborate with Sales Account Executives to build and execute customer acquisition strategies to expand digital solutions market share

• Coach Account Executives in qualifying and prioritizing digital services opportunities

• Develop pursuit strategies for engaging IT leadership and influence key stakeholders

• Drive initiatives to increase new digital product sales, senior client meetings, and position the comprehensive product portfolio

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

• Collaborate with the extended sales team throughout the customer life cycle, including post-sale account planning and adoption

Product Solution Selling

• Understand business drivers, challenges, pain points, and how Equinix digital solutions provide business outcomes

• Work with Account Executives to identify customers' business needs, challenges, and technical requirements

• Lead SME level presentations and deliver compelling pitches

• Collaborate with Solutions Architects to design digital solutions that drive customer outcomes

• Define value metrics and deliver value assessments within prospects/customers

• Engage and influence key decision-makers within the client base

• Facilitate necessary resources to support the sales cycle, such as Solution Architects, Technical Account Managers, Product, Customer Success, and Marketing

Pipeline Management

• Provide product-specific forecasting and opportunity status to Digital Sales Management

• Consult with the extended sales team on revenue growth strategies

• Work with Marketing, Channel, and Business Development to support campaign creation and pipeline generation

• Implement and track metrics for recording the success and quality of sellers in your territory

• Use metrics to guide your work and uncover hidden areas of opportunity

• Partner with Account Executives to identify at-risk accounts and explore how digital products or services can increase renewal chances

• Determine methods and procedures for new assignments

Negotiation

• Drive quoting, negotiating, and closing digital services sales in a global solution selling environment

• Support Account Executives with digital services contracts and serve as a liaison to the legal team

• Understand commercial levers and problem-solve to make initial recommendations on deal structure

Mentorship/Leadership

• Mentor Account Executives or other sales professionals

• Lead special projects and provide guidance to the team on new products, processes, and best practices

Qualifications

• 7+ years experience preferred

• Bachelor's Degree required

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.

Equinix is an Equal Employment Opportunity and, in the U.S., an 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.

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability.  If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.

Equinix is an Equal Employment Opportunity and, in the U.S., an 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.