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. 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.
As a recognized global leader in its industry, Equinix employs dedicated, driven experts who take pride in their work. When you choose to work for Equinix, you’re not just picking a job; you’re embarking on a career. You’re not just working at a company; you’re joining a vital, global team.
What is the role about?
Our largest customers are embarking on transformation journeys. With Equinix Digital Services, they can retain all of the benefits of a cloud first model whilst mitigating the associated risks. This role will suit a visionary sales leader able to work at a strategic level at 10-20 of our top accounts. Experience running large pharmaceutical or oil & gas accounts would be beneficial.
Your responsibilities are in detail:
Plans, builds, and maintains relationships with key partners 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
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 demonstrates strategic alliances and reseller partners to penetrate accounts
Researches and documents detailed understanding of customer business and interpersonal 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, using SE/SAs where appropriate; customizes pitch to customer and persona
Shown proficiency of Equinix product set and solutions
Sells full suite of Equinix offerings to include global footprint and digital services
Leverages external partners to drive solution development in new areas/prospects
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 The highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; using industry contacts and partner
Actively prospects account base to sell global platform and, specifically, digital products
Leads commercial offer and contract negotiations, using internal resources as needed to obtain the 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 mentorship to team on new products/processes/best practices
Have an understanding of Equinix's go to market strategy and be able to articulate the value we bring to enterprise customers
Highly developed soft skills, able to foster first class relationships, both internally and with customers
Be a creative and an engaging story teller
Be an upper quartile performer in previous sales roles, preferably with several years of shown above target performance
Be educated to at least bachelors degree level
Be a self-starter, promoting Equinix culture & values in everything you do
Enjoy working in a team and be stimulated by your contribution to team goals.
What we offer
You will get the opportunity to leave your mark in a company that is growing quickly and still manages to keep a pioneer spirit.
Besides a competitive salary, a sales incentive plan and car allowance, Equinix offers you attractive benefits like 30 days of paid annual leave, a company pension & stock purchase plan, allowances for fitness activities and lunch, a “JobRad”, regular company events.. and a company culture, that values dedication, respect and fun at work.
Want to learn more or apply?
Please use the link to our career web page to apply, so we can get back to you as soon as possible.
We look forward to meeting you!
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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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