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 SummarySells Equinix solutions to new accounts and/or expands existing accounts. Focus on mid-size domestic and global accounts.ResponsibilitiesBuild Customer RelationshipsPlans, builds, and maintains relationship/engagement at ‘C’ level, and develop excellent client 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 and drives coordinated sales approach with the extended sales team and external partners (Reseller, Strategic Alliance, etc.)Collaborates with global sales team to sell global Equinix platformDemonstrates consistent cross region exportsUnderstands business drivers of accounts and leverages strategic alliances (Power of 3) 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 to match to Equinix solutions in partnership with Sales Engineers (SEs)/Solution Architects (SAs)Leading delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs and personaProven proficiency of Equinix product set and solutionsSells full suite of Equinix offerings to include global footprint and achieves exportsLeverages 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; pitching prospects primarily at C-level; leveraging industry contact sand partnersActively prospects account base to sell global platform and achieves exports outside of country · Utilizes available tools to prospect and leverage account strategy plansExperience working on cross-sector/inter-regional opportunities and accountsNegotiationLeads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possibleUnderstands commercial levers and problem solves to make initial recommendations on deal structurePartners with sales leadership to present at regional deal reviewResource ManagementGood project management, problem solving, time-management, communication and presentation skills and able to work under pressureMentorship/LeadMentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practicesQualificationsMin 8 years of IT sales experienceProven track record in Network Service Provider industry and selling solutions to the telecom industryProficiency in both Japanese (JLPT N1 or equivalent) and English (above TOEIC 760)Bachelor's Degree preferredEquinix 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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