Sales Director

Who are we?Equinix is the world’s digital infrastructure company®, operating over 250 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.  Sales DirectorJob SummarySells 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.  Develop and lead the Equinix Field Sales Team in Indonesia.Responsibilities Business goalsAchieves personal and team business goals on a monthly, quarterly and annual basis.Develops, coaches and lead the Field Sales team to successBuild Customer RelationshipsPlans, builds, and manages relationships with key stakeholders in assigned accounts/prospectsFacilitates customer relationships to ensure timely resolution of customer issuesConducts quarterly business reviews with customers to identify and develop new selling opportunitiesLeads Executive BriefingsLeverage Internal & External PartnersLeads a coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Service Providers, Strategic Alliance Partners, etc.)Collaborate with the sales teams around the world to sell Platform Equinix globallyUnderstands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accountsAccount PlanningResearch and documents detailed understanding of customer business and organizational landscapeDevelops strategic, global account plans focused on maintaining/growing accountsDrives strategic, global & multi-line of business global account plansSolution SellingIdentifies customer’s business needs, challenges, and technical requirements, matching to Equinix solutions in partnership with SEs/SAsLeading delivery of pitch, partnering with the Global Technical Sales teamSells full suite of Equinix offerings to include global footprint and achieves exportsContract RenewalsProactively addresses churn risk customers using internal resources and external partnersFacilitates customer contract renewals and negotiations to protect revenueLeverages resources to understand customers’ obligations around notice periods, renewal terms, and Equinix’s exposurePipeline ManagementActively supervises and maintains status of opportunities in SFDC, following the principles of forecastingIdentifies at-risk accounts, expiring contracts and forecasts churnTerritory PlanningEntrepreneurial approach in penetrating and growing Malaysian metro through thoughtful strategy, planning and executionPrioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectivesProvides accurate forecasts using the Equinix CRM and Forecasting toolsMay focus on vertical or sub-vertical within a dedicated sectorProspectingCoordinates with Opportunity Development Team to strategize lead & sales opportunity qualificationActivity managers pipeline development and progression through prospecting on a daily basisUses tools to prospect and leverage account strategy plansNegotiationLeads commercial offer and contract negotiations, using internal resources as needed to acquire the best commercial terms possibleUnderstands commercial levers and problem solves to make initial recommendations on deal structurePartners with sales leadership to present at regional deal reviewQualifications 15+ years of direct B2B selling experience that includes having led high performance sales teamsMinimum Bachelor's Degree requiredExtensive experience selling in the Indonesia marketExperience of having worked in a global, matrixed sales organization desirableSuccessful history of direct new business sales, with the ability to prove consistent delivery against targetsProficient in English and Bahasa Indonesia