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Job Summary

Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on largest global accounts in region. Facilitate strategic account planning, leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.  Develop and lead the Equinix Field Sales Team in Philippines.

Responsibilities

Business goals

• Achieves personal and team business goals on a monthly, quarterly and annual basis

• Develops, coaches and lead the Field Sales team to success

Build Customer Relationships

• Plans, builds, and manages 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 a coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Service Providers, Strategic Alliance Partners, etc.)

• Collaborate with the sales teams around the world to sell Platform Equinix globally

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

Account Planning

• Research and documents detailed understanding of customer business and organizational landscape

• Develops strategic, global account plans focused on maintaining/growing accounts

• Drives strategic, global & multi-line of business global account plans

Solution Selling

• Identifies customer’s business needs, challenges, and technical requirements, matching to Equinix solutions in partnership with SEs/SAs

• Leading delivery of pitch, partnering with the Global Technical Sales team

• Sells full suite of Equinix offerings to include global footprint and achieves exports

Contract Renewals

• Proactively addresses churn risk customers using internal resources and external partners

• Facilitates customer contract renewals and negotiations to protect revenue

• Leverages resources to understand customers’ obligations around notice periods, renewal terms, and Equinix’s exposure

Pipeline Management

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

• Identifies at-risk accounts, expiring contracts and forecasts churn

Territory Planning

• Entrepreneurial approach in penetrating and growing Philippines metro through thoughtful strategy, planning and execution

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

• Provides accurate forecasts using the Equinix CRM and Forecasting tools

• May focus on vertical or sub-vertical within a dedicated sector

Prospecting

• Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification

• Activity managers pipeline development and progression through prospecting on a daily basis

• Uses tools to prospect and leverage account strategy plans

Negotiation

• Leads commercial offer and contract negotiations, using internal resources as needed to acquire the best commercial terms possible

• Understands commercial levers and problem solves to make initial recommendations on deal structure

• Partners with sales leadership to present at regional deal review

Qualifications

• 15+ years of direct B2B selling experience that includes having led high performance sales teams

• Minimum Bachelor's Degree required

• Extensive experience selling in the Philippines market

• Experience of having worked in a global, matrixed sales organization desirable

• Successful track record of solution selling with a proven ability to deliver consistently against sales targets

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.