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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.

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

• 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

Solution Selling

• 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, leveraging SE/SAs where appropriate; customizes pitch to customer 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

• Identify 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 contacts and partners

• Actively prospects account base to sell global platform and achieves 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; overcome objections and position and engage and senior levels in account

• 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

• 10+ 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.