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 27 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.
Build Customer Relationships
Plans, builds, and maintains 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 and drives coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliance, etc.)
Collaborates with global sales team to sell global Equinix platform
Demonstrates consistent cross region exports
Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts
Researches and documents detailed understanding of customer business and organizational landscape
Drives strategic, global, multi-line of business global account plans with Equinix top customers globally
Drives coordinated selling approach and account planning with global counterparts
Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
Leads delivery of expert, compelling pitch, leveraging SE/SAs where appropriate; customizes pitch to customer and persona
Proven proficiency of Equinix product set and solutions
Sells full suite of Equinix offerings to include global footprint and achieves exports
Leverages external partners to drive solution development in new areas/prospects
Proactively addresses high churn risk customers leveraging internal resources and external partners
Facilitates customer contract renewals and negotiations to protect revenue
Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure
Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
Identify at risk accounts, expiring contracts and forecasts churn
Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
Provides accurate forecasts
May focus on particular vertical or sub-vertical within a dedicated sector
Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; leveraging industry contacts and partners
Actively prospects account base to sell global platform and achieves outside of country
Utilizes available tools to prospect and leverage account strategy plans
Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
Understands commercial levers and problem solves to make initial recommendations on deal structure; overcome objections and position and engage and senior levels in account
Partners with sales leadership to present at regional deal review
Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices
10+ years experience preferred
Bachelor's Degree required
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).
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Equal Employment Opportunity:
Equinix is an Equal Employment Opportunity and Affirmative Action Employer. All qualified 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.
Please click here to see the “EEO is the Law” poster and supplement.
Please click here to see our EEO Policy Statement.
Please click here to see our Pay Transparency Policy Statement.
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