Who are we?

Responsibilities

Build Customer Relationships

• Strategically plan, build, and maintain strong relationships with key stakeholders within the Victorian Government and hybrid enterprise portfolios.

• Facilitate productive interactions to ensure timely resolution of complex customer issues, adhering to government protocols and compliance standards.

• Conduct quarterly business reviews to identify opportunities for expanding cloud, hybrid, and multicloud solutions, ensuring alignment with public sector objectives and enterprise goals.

• Proven record of existing strategic relationships across Government and Enterprise customers

Leverage Internal & External Partners

• Collaborate with the extended sales team (Sales Engineers, Solutions Architects, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and leverage strategic alliances and resellers to service Victoria government accounts effectively.

• Engage with peer representatives within government and enterprise service providers to map opportunities and drive effective account penetration.

• Demonstrate cross-region collaboration to align Equinix's global solutions with customer objectives, ensuring scalability and compliance across government environments.

Account Planning

• Conduct in-depth research to understand the organizational landscape and compliance requirements of government entities and enterprise accounts.

• Develop account plans focused on maintaining and expanding key relationships while meeting government procurement policies and budgeting cycles.

Solution Selling

• Identify the business needs, technical challenges, and compliance requirements of Victorian Government agencies and hybrid enterprise clients, matching them with Equinix solutions through collaboration with SEs and SAs.

• Deliver solution-focused pitches tailored to government and enterprise use cases, highlighting Equinix's global network footprint and industry-leading multicloud infrastructure.

• Sell the full suite of Equinix offerings, including hybrid multicloud connectivity, Managed Private Cloud (MPC), and secure data center interconnection, ensuring adherence to government data privacy standards.

Contract Renewals

• Proactively address churn risks, leveraging internal resources to mitigate customer dissatisfaction, particularly in government-regulated environments.

• Co-ordinate the application of Government  Procurement panels where needed.

• Facilitate contract negotiations and renewals while adhering to government procurement standards, ensuring the protection of revenue streams.

• Monitor government-specific contractual obligations, including renewals, notice periods, and Equinix exposure, in compliance with local regulatory requirements.

Pipeline Management

• Maintain and monitor opportunities within Salesforce (SFDC), ensuring adherence to forecasting principles for the government and enterprise verticals.

• Identify at-risk accounts, expiring contracts, and forecast churn while aligning with government tendering processes.

Territory Planning

• Prioritize a target list of government and enterprise accounts to meet short- and long-term sales objectives.

• Provide accurate forecasts, ensuring consistency with Victorian Government procurement schedules and budget timelines.

Prospecting

• Work with the Opportunity Development Team to qualify leads and align them with government procurement frameworks.

• Fill the sales funnel with high-propensity prospects, driving new business through industry contacts within the government and enterprise ecosystems.

Negotiation

• Facilitate commercial offers and contract negotiations, ensuring compliance with government procurement policies.

• Partner with sales leadership, commercial solutions, and P&L teams to recommend deal structures suited to government procurement rules and enterprise scalability goals.

Mentorship and Leadership

• Embrace guidance from leadership and senior team members to continuously refine skills and best practices.

Qualifications

• 5+ years of experience in sales, with demonstrated success in managing government and enterprise accounts.

• Bachelor's degree required; advanced understanding of Victorian Government policies, procurement standards, and compliance frameworks is highly preferred.

• Proven knowledge of Equinix's product suite, including Managed Private Cloud, Hybrid Multicloud Networking, and secure interconnection platforms.

• Strong communication, planning, and negotiation skills, with a focus on public-sector governance and enterprise agility.

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.