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. Account Executive 2Digital Sales営業は、エンタープライズ営業部門・サービスプロバイダー営業部門・パートナー営業部門等々と連携してPlatform Equinix®に対するDigital ServiceとManaged Serviceを提案します。Managed Serviceはお客様インフラストラクチャのマネージドニーズに対応します。 ・Digital Service に対する設計・構築・運用・保守 ・Equinix Managed Solutionsプロダクトの提供 - MPC (Managed Private Cloud) - MPB (Managed Private Backup) - MPS (Managed Private Storage) - MPF (Managed Private Firewall) ・Monitoring Service ・Security Service ・H/W & S/W Rental Service ・System Integration Service etc.Responsibilitiesお客様とのリレーションシップの構築既存及び、新規のお客様ニーズを把握して、課題解決の為のソリューションを提案します。担当したお客様のアカウント営業部門と連携して、お客様との関係を促進します。Account Planningお客様のアカウント営業部門と連携して、お客様のビジネス状況・組織についての詳細を調査し理解します。お客様の獲得/維持/拡大の為に、お客様ニーズに即したソリューションをプランニングします。Solution Sellingソリューションエンジニアと連携して、お客様のビジネスニーズ、課題、技術要件を特定します。Platform Equinix®製品群とDigital Service & Managed Service製品群を確実に習得します。お客様ニーズにマッチしたソリューション提案を実施します。【必須要件】・IT業界の法人営業で、ITサービスを提案したことがある経験が3年以上・既存顧客向け提案 及び、新規顧客開拓に積極的に取り組める方・日本語：ビジネスレベル・英語：日常会話レベル【歓迎要件】・国内外の通信キャリア/SIer等のITサービス企業に所属し、直販営業経験者歓迎・インフラ構築提案 (Network, Server, Storage, SI) 及び、サービス提案 (運用・監視・保守・セキュリティ)の経験あれば尚可【選考プロセス】・日本語:2～3回、場合によって英語1回 ※Zoom 及び、対面【雇用形態】 正社員*************************************************************************ResponsibilitiesBuild Customer RelationshipsPlans, builds, and maintains 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 opportunitiesLeverage Internal & External PartnersCoordinates 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.) · Demonstrates consistent intra-region selling and occasional cross region exportsLeverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accountsAccount PlanningResearches and documents detailed understanding of customer business and organizational landscape on select accountsDevelops account plans focused on maintaining/growing accountsSolution SellingIdentifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAsDelivers pitch in partnership with SE/SAs and tailors pitch to customer needsProven proficiency of Equinix product set and solutionsSells full suite of Equinix offerings to include global footprintLeverages external partners to drive solution development in new areas/prospectsContract RenewalsProactively addresses high churn risk customers leveraging internal resources and external partnersFacilitates customer contract renewals and negotiations to protect revenueLeverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposurePipeline ManagementActively monitors and maintains status of opportunities in SFDC, following the principles of forecastingIdentifies at risk accounts, expiring contracts and forecasts churnTerritory PlanningPrioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectivesProvides accurate forecastsMay focus on particular vertical or sub-vertical within a dedicated sectorProspectingCoordinates with Opportunity Development Team to strategize lead & sales opportunity qualificationPursues highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contactsNegotiationFacilitates commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possibleUnderstands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structureMentorship/LeadOpen to guidance from leadership and more senior Account ExecutivesQualifications5+ years experience preferredBachelor's Degree requiredEquinix 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.エクイニクスは、均等な雇用機会を提供し、米国ではAffirmative Action*（差別是正措置）を採用しています。 採用にあたり、人種、肌の色、宗教、信条、国籍または民族的出身、祖先、出生地、市民権、性別、妊娠・出産または関連する病状、性的指向、性同一性または性別表現、婚姻・事実婚・同性婚関係、年齢、 軍歴、身体または精神障害、疾患、遺伝情報、政治・団体への所属、犯罪もしくは虐待の被害者またはその家族としての地位、または法令で保護されるその他の状況が不当に考慮されることはなく、すべての公募者に採用に関する検討の機会が与えられます。*アファーマティブアクション：社会的な要因による差別で不利益を被っている者に対して、実質的な機会均等を実現することを目的として講じる暫定的な措置のこと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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