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Account Executive, Network Service Provider (Tokyo) / アカウントエグゼクティブ, ネットワーク サービスプロバイダー (東京)

  • JR-151031
  • Híbrido
  • Minato-ku
  • Sales
  • Full time

Who are we?

Equinix is the world’s digital infrastructure company®, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals. 

 

A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success. 

Job Summary

グローバルおよび日本国内のネットワークサービスプロバイダーに焦点を当てEquinixソリューションのセールスを行う(新規・既存共に対象)

Responsibilities

顧客との良好な関係性構築 

  • Cレベルでの関係/エンゲージメントを計画、構築、維持し、割り当てられたアカウント/見込み客の主要ステークホルダーと良好な関係性を構築
  • 顧客と四半期ビジネスレビューを行い新たなセールスオポチュニティーを特定・開発
  • エグゼクティブブリーフィングの主導

内部および外部パートナーの活用

  • 社内の他営業チームおよび外部パートナー(リセラー、戦略的ライアンスなど)とセールスのアプローチを主導、推進
  • グローバルセールスチームと協力しグローバルなEquinixプラットフォームを販売
  • 担当アカウントのビジネスドライバーを理解し戦略的なアライアンスを構築。リセールパートナーを活用して担当アカウントに入り込む

アカウントプランニング

  • 顧客のビジネおよび組織の状況を詳細に理解し、文書化
  • アカウントの維持/成長に焦点当てた戦略的なグローバルアカウントプランを策定。複数のビジネスラインのグローバルアカウントプランを推進

ソリューションセールス

  • 顧客のビジネスニーズ、課題、および技術要件を特定してセールスエンジニアと連携してEquinixソリューションを提案
  • セールスピッチを主導し、必要に応じてセールスエンジニアを活用し、顧客のニーズやペルソナに合わせてピッチを調整
  • グローバル・ローカルのEquinix製品セットおよびソリューションの理解
  • 外部パートナーを活用したソリューション開発

Contract Renewals

  • 内部リソースおよび外部パートナーを活用して、高い解約リスクのある顧客に積極的に対応
  • 収益を確保するために、顧客の契約更新および交渉を促進
  • 顧客の通知期間、更新条件、Equinixの露出に関する契約上の義務を理解するために、内部リソースを活用

パイプライン管理

  • 予測の原則に従って、SFDCでの機会の状況を積極的に監視よび維持
  • リスクのあるアカウント、契約の期限切れを特定し、解約を予測

プロスペクティング

  • 最も可能性の高い見込み客を発見しオポチュニティーでファンネルを満たす。主にCレベルの見込み顧客にピッチを行い、業界のコンタクトやパートナーを活用する
  • アカウントベースを積極的にプロスペクトして、グローバルプラットフォームを販売。
  • 利用可能なツールを活用して、アカウント戦略プランをプロスペクト(セクター横断/リージョン横断を含む)

交渉

  • オファーや契約の交渉を主導し、必要に応じて内部リソースを活用して最良の条件を取得
  • コマーシャルレバーを理解し、取引構造に関する初期の推奨を行うために問題を解決
  • リージョンごとの社内レビューミーティングでプレゼンーションを行うために、セールスリーダーシップチームと連携


Qualifications

  • ITセールスの経験(8年以上)
  • ネットワークサービスプロバイダー業界での実績、通信業界へのソリューション販売の経験
  • 日本語力(JLPT N1または同等)および英語力(TOEIC 760以上)
  • 学士号が望ましい

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. 

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