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Job Summary

Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on larger domestic and global accounts. Facilitate strategic account planning, leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.

Responsibilities

Professional Experience and Industry Knowledge

• The ideal candidate for the Enterprise Field Sales position at Equinix should have extensive experience selling IT and telecommunications solutions, ideally in an environment focused on data centers, cloud services, or network solutions. A minimum of 5-7 years of experience in B2B sales, particularly in the enterprise segment, is required. A proven track record of acquiring and managing large clients, headquartered in Germany and acting globally, and a deep understanding of the challenges and needs of companies across various industries, is crucial

Channel Network and Customer Contacts

• A strong network within the industry is essential. The candidate should have existing contacts with decision-makers in large companies, particularly in IT, infrastructure, and digital transformation. Experience in building and maintaining relationships with partners and channel partners is also important to create synergies and support sales efforts. Active engagement in relevant industry associations or networks can be advantageous. An existing End Customer Network in the verticals of Manufacturing, Healthcare and life science, Retail, and/or Media would be beneficial

Soft Skills and Social Selling

• Successful account managers at Equinix are characterised by excellent communication skills and the ability to present complex technical solutions understandable. The candidate should possess strong negotiation and closing skills and be capable of building long-term customer relationships. Social selling is a key component of the sales process; therefore, the applicant should have experience using social media and digital platforms for lead generation and customer engagement. Based on Equinix core values, the candidate should be able to demonstrate Teaming capabilities and showcase successful experiences

Results Orientation and KPI Management

• The candidate should have a proven track record of achieving and exceeding sales targets. Key performance indicators (KPIs) include revenue growth, new customer acquisition, customer retention, and the ability to manage the sales cycle effectively. Efficient work attitudes are essential e.g. to focus on Pareto principles, capabilities to uncover priorities are essential. Experience with CRM (Salesforce) systems for tracking sales activities and analysing sales data is also required to make strategic decisions and continuously optimize the sales strategy.

Detailed Responsibilities

• 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

Account Planning

• Researches 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 to match to Equinix solutions in partnership with SEs/SAs

• Leading delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs 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

Contract Renewals

• 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

Pipeline Management

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

• Identifies at risk accounts, expiring contracts and forecasts churn

Territory Planning

• 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

Prospecting

• 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 contact sand partners

• Actively prospects account base to sell global platform and achieves exports outside of country · Utilizes available tools to prospect and leverage account strategy plans

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

• Partners with sales leadership to present at regional deal review

Mentorship/Lead

• Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices

Qualifications

• Proven years experience preferred

• Bachelor's Degree required

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.