Equinix is one of the fastest growing data center companies, growing connectivity between clients worldwide. That’s why we're always looking for creative and forward thinking people who can help us achieve our goal of global interconnection. With 200 data centers in over 24 countries spanning across 5 continents, we are home to the Cloud, supporting over 1000 Cloud and IT services companies that are directly engaged in technological innovation and development. We are passionate about further evolving the specific areas of software development, software and network architecture, network operations and complex cloud and application solutions.
At Equinix, we make the internet work faster, better, and more reliably. We hire talented people who thrive on solving hard problems and give them opportunities to hone new skills, try new approaches, and grow in new directions. Our culture is at the heart of our success and it’s our authentic, humble, gritty people who create The Magic of Equinix. We share a real passion for winning and put the customer at the center of everything we do.
Responsibilities
Plans, builds, and maintains relationships with key partners 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 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 uses strategic alliances and reseller partners to penetrate accounts
Researches and documents detailed understanding of customer business and organizational landscape
You develop strategic account plans that are focused on maintaining/growing accounts
Drives strategic, global & multi-line of business global account plans
Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
You are responsible for leading delivery of pitch, using SE/SAs where appropriate; you adapt pitch to customer needs and persona
Proven proficiency of Equinix product set and solutions
Sells full suite of Equinix offerings to include global footprint
Utilizes external partners to drive solution development in new areas/prospects
Dedicatedly addresses high churn risk customers
Facilitates customer contract renewals and negotiations to protect revenue
You utilize internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure
Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
Identifies at risk accounts, expiring contracts and forecasts churn
Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
Provides accurate forecasts
You may focus on particular vertical or sub-vertical within a dedicated sector
Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
Pursues the highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; using industry contact sand partners
You actively prospect account base to sell the Equinix global platform and you achieve exports outside of country
Utilizes available tools to prospect and use account strategy plans
Leads commercial offer and contract negotiations, using 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
Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices
Qualifications
7+ years experience preferred
Bachelor's Degree required
Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.
