Equinix is the world’s digital infrastructure company, operating 245+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.
We are a fast-growing global company with 70+ quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of 10,000+ companies, including 2,000+ networks and 3,000 cloud and IT service providers in 32 countries spanning six continents.
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.
The Digital Services Sales Specialist goal is to accelerate Equinix digital services growth within an assigned territory. Partner with Sales Account Executives to define the digital sales strategy within prospective customers and respond to digital services opportunities. Work with Solution Architects and Technical Account Managers to deliver full value of Equinix’s digital services.
Product Solution Expertise
Be a digital product and services expert. Sharing your knowledge of industry best practices, our digital service product offerings, and their benefits to customers
Support building digital expertise and new products growth across field sales. Partner with Sales Account Executives on digital customer fit, pitch, personas, uses cases, common pain points, potential competitors, and how to handle objections
Actively maintain and grow your expertise in leading transformational technology concepts and methodologies
Build Customer Relationships
Work as a business partner with account teams to develop digital pursuit strategies with customers and partners
Build relationships with key stakeholders in assigned accounts, prospects, and partners
Contribute to quarterly business reviews with customers to identify and develop new digital selling opportunities
Territory and Account Planning
Drive digital prospecting and account growth within existing accounts or new logos with Sales Account Executive
Partner with Account Executives to identify, qualify, prioritize, and execute digital services strategies for short and long-term pursuit to achieve assigned sales objectives
Analyze customer data and make recommendations on how to maximize the digital services solutions within assigned territory or account segmentation
Product Solution Selling
Work with Account Executives to identify customers’ business needs, challenges and technical requirements and matches to Equinix solutions
Work closely with Solutions Architects to perform presales feasibility assessments to ensure that digital solutions meet the customer requirements
Define value metrics within the prospects/customers and deliver value assessments
Engage and influence key decision makers within client base
Facilitate resources necessary to further sales cycle such as Solution Architects, Technical Account Managers, Product, Customer Success, Marketing etc
Meet or exceed Monthly, Quarterly and Annual sales objectives and revenue quota, constantly working towards team, monthly & quarterly KPI metrics such as pipeline build, revenue attainment, digital bookings and opportunities development
Prioritize list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
Provide timely and accurate information to management such as forecasting and opportunity status
Work with Marketing, Channel and Business Development to support the creation and running of campaigns to generate additional pipeline
Works with Sales Account Executive to drive quoting, negotiating, and closing of digital services sales
Support the Account Executive with digital services contracts and serve as a liaison to the legal team
Validated enterprise sales and business development experience preferably within the IT/software services, web/application/platform hosting, managed services, SAAS, Cloud computing, or ISP
Develop and maintain a clear understanding of your prospects’ business needs and how Equinix’s solutions can enable current and future requirements
Proficient communication and presentation skills (written & verbal)
Strong technical aptitude to understand the challenges a prospect is facing and to translate those to business outcomes Equinix can deliver
Ability to progress complex opportunities through a cross-functional sales cycle
Self-starter, highly results-oriented and motivated to drive the highest possible level of responsiveness and performance; ability to spot potential wins and execute on them quickly and commercially
Excellent relationship building skills – Ability to build meaningful business relationships with Equinix customers, prospects, and internal colleagues
Proven track record of success driving adoption of disruptive technologies within enterprise accounts
The ability to work effectively at all levels within a high-growth, fast-paced environment and get results
Strong motivational colleague, with outstanding professional presence and eye for business
Coachable, accountable, driven to learn
Persistent, dependable and with integrity
Able to adapt to a constantly changing and growing environment, and share ideas on how to innovate
Sales force automation, enterprise resource planning or other IT infrastructure management (monitoring and discovery) technologies a definite plus
Sales specialist/overlay experience a plus
Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, colour, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.
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