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 largest global accounts in region. Facilitate strategic account planning, leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.ResponsibilitiesBuild Customer RelationshipsPlans, builds, and maintains relationships with key stakeholders in assigned accounts/prospectsEstablish a professional, working, and consultative, relationship with the key stakeholders in assigned accounts/prospects, by developing a basic understanding of the unique business needs of the customer within their industryDevelops a deep understanding of, and effectively articulates, the Equinix Platform offerings and value propositions in the marketConducts 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, Digital Sales Specialist, SSA, Commercial Solutions, Sales Operations, Customer Care, etc.) and external partners (Reseller, Strategic Alliance, etc.), targeting to improve sales velocity and sales pipeline growthDemonstrates consistent intra-region selling and occasional cross region exportsLeverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accountsFacilitates customer relationships to ensure timely resolution of customer issuesAccount PlanningResearches, and documents detailed understanding of customer business and organizational landscape on select accountsDevelops account plans focused on maintaining/growing accountsImproves value-driven relationships with all key persons in your patch that can help in long-term business development and retention, thereby maximizing the revenue potentialDevelops mechanism to track competitor landscape and build strategy to make in-roadsSolution SellingIdentifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAsUnderstands the role of each persona and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilitiesDelivers pitch in partnership with SE/SAs and tailors pitch to customer needsProven proficiency of Equinix product set and solutionsPossesses the ability to independently articulate the technical solution and the commercial benefits to the customerSells full suite of Equinix offerings to include global footprintLeverages external partners to drive solution development in new areas/prospectsContract RenewalsFacilitates customer contract renewals and negotiations to protect revenueLeverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposureIdentifies at risk accounts, expiring contracts and potential churn to proactively addresses high risk customers leveraging internal resources and external partnersPipeline ManagementProvides updates on all active accounts and reports on activities and progress on a weekly basisActively monitors and maintains status of opportunities in SFDC, following the principles of forecastingDrives proactive campaigns to build the sales pipeline, uses specialized knowledge and skills to prospect and qualify opportunitiesTerritory PlanningTo build the territory plan to meet the goals and objectives of EquinixPrioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives for assigned territory/account patchProvides accurate market information and forecastsMay focus on particular vertical or sub-vertical within a dedicated sectorCollaborate with cross functional and with the extended sales team to build the vertical / account-based strategy to increase mind and wallet shareDevelops mechanism to track competitor landscape and build strategy to increase mind and wallet share in assigned territory / account patchProspectingDemonstrates hunter mentality to actively pursue solution opportunities in acquisition and development accounts, and to pursue new businessContributes to building a pipeline by generating leads and referrals from prospect accounts and building on existing business within the accountActively plans and prospects into accounts via outreach, Discovery calls and opens initially qualified opportunities and delivers Platform Equinix Elevator pitchUnderstands the role of each persona and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilitiesApplies specialized technical product/service/solution knowledge to assess customers business and identify opportunities to maximize Equinix mind and wallet share in the accountCapable of engaging in both technical and business conversations at multiple levels of the organization, including with C and VP level people in Data Center, Digital transformation AI/GenAI, Sustainability etcUse value-added selling skills to propose additional products, services, solutions which will contribute to customer's businessBrainstorm, research, and evaluate vertical industry segments for digital transformation, IT transformation, Hybrid multi-Cloud, AI/Machine Learning business use cases and typical customer pain pointsNegotiationFacilitates 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 structureQualifications10+ years' experience of building strong multimillion-dollar business with large SI, OEMs, Cloud / SaaS Service providers, Data center operators, CarriersExposure and strong business relationship with key decision makers from BFSI, Manufacturing, Pharmaceuticals, Unicorn – FinTech, HealthTech, E-Comm, etcStrong concept and solution selling expertise to CIO, CTO/CDOsShould have ability connect and present solutions to CXO's of large enterprisesBachelor's Degree - Engineering plus Full time Management Degree requiredDemonstrated prior success in pipeline and lead generation through prospecting customers to ensure long-term successPrevious experience in Sales Development, Business Development or equivalent role with Large Enterprises - BFSI, Manufacturing, Pharmaceuticals promoting IT Infra, Data Center services, SaaS, Cloud, AI/ML, Data Science, or related productsExperience with the Challenger Sales Methodology and/or Outcome Based Selling significant plusGood prioritization skills to focus on the key prospecting targetsWillingness to take ownership and execute with a positive, can-do, self-starter mentality in a highly collaborative atmosphereConsistently achieves quarterly role metrics for booking and pipeline generation activities.Proven track record of quota, new logo and revenue achievementGenuine desire to work to make a difference in a fast space, dynamic organization to create meaningful business and partnershipsEquinix 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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