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Job Summary

As Inside Sales Representative you will be managing accounts, territories and resources to achieve revenue goals through the sale of Equinix solutions, services and products to existing customers and assigned new prospects. You’ll do this by managing long-term relationships and expand base of business with existing customers but also through successfully prospecting new opportunities via established relationships. The Opportunity development team will be your partner in growing your business so close cooperation will be a daily task.

Another major responsibility will be to work closely with Sales Engineers ensuring customer needs and requirements are met and to guarantee long-term customer satisfaction

This role reports into the Manager Inside Sales EMEA

Responsibilities

Building Customer Relationships

• 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 and Leads Executive Briefings on occasion

Leveraging Internal Partners & Channel

• 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 Alliances, etc.)

• Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts

• Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts

Account Planning

• 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

Solution Selling

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

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

• Sells full suite of Equinix offerings to include global footprint

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

Contract Renewals

• 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

Pipeline Management

• Monitors and maintains status of opportunities in SFDC, following the principles of forecasting

• Identifies at risk accounts, expiring contracts and forecast churn

Territory Planning

• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts

Prospecting

• Coordinates with Opportunity Development Team on a strategy for lead & sales opportunity qualification

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

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

Negotiation

• 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

Team Lead

• Provides guidance and subject matter expertise to more junior team members

• Assists with onboarding and training new team members on occasion

Qualifications

Hungry for a challenge, highly motivated, able to work under pressure at a fast pace, target driven, flexible and quick to adapt to any situation…with an unstoppable passion for Sales and Technology?

If this sounds like you, keep reading as we are also looking for someone that:

• Is able to Demonstrable work experience in a fast moving sales environment or inside sales operation with prime and full quota carrying accountability (no overlay)

• Has experience (preferably) with a leading player in the Telecommunications, Network, Internet or Enterprise software market

• has a winning attitude and a track record of delivering results consistently

• is self-motivated and tenacious with an ability to handle pressure situations, overcome barriers, influence and close successful sales at every level in the customer organization.

• Has confidence in their communication and influencing skills

• Is Solution Selling oriented and has outstanding forecasting skills

• Fluent verbal and written English and native Finnish or Swedish communication skills are essential

What we offer

The opportunity to leave your mark in a company that is growing quickly and still manages to keep a pioneer spirit. And of course a competitive salary and great secondary benefits like a defined contribution pension plan, a collective health care plan, annual bonus scheme, 25 days of annual paid leave.

Your application

Please apply via the link provided. If you want to learn more please call Leenze le Grand +31 (0)63 177 8554.

We are looking forward to meeting you.

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.