Account Executive - Content Digital Media, Cloud & IT Service ProvidersEquinix is the world’s digital infrastructure company, operating 240+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.We are a fast-growing global company with 20 years of consecutive quarterly growth*. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of 10,000+ companies, including 2,100 networks and 3,000+ cloud and IT service providers in 32 countries spanning six continents. 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. *As of Quarter 4 2022Job SummarySells Equinix solutions to new accounts and/or expands existing accounts. Focus on mid-size domestic, regional and global accounts.Reporting to the Sales Team Lead, you are to ensure growth of Equinix IBX business in Singapore and the rest of the international offices by acquiring new customers that best fit the Company’s business profile to gain new business and develop long term relationships. In addition, you are to protect, manage and grow revenue from existing installed customer base. You shall ensure that the needs of customer portfolio are met from a positive customer experience standpoint.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 contactsNegotiation· Facilitates commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible· Understands 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 ExecutivesQualificationsMinimum Polytechnic Diploma, University Degree is preferred5 to 7 years in sales (in a MNC or Cloud IT/Content Digital Media organizations), preferably experience in data centre solution sellingStrong track record in successful accounts penetration into one or more of the Equinix Targeted Ecosystems verticals of Telcos, System Integrator, FSIs, Content Digital Media, Cloud and/or EnterpriseExperience working on cross-sector/inter-regional opportunities and accounts, as well as with global sales teamsProven track record of consistently meeting and exceeding sales objectives and quotaFamiliar with handling with customers’ complaints and managing internal & external customer expectationsAbility to establish executive engagement at ‘C’ level and develop excellent client relationship at all levels of organizationGood project management, problem solving, time-management, communication and presentation skills and able to work under pressureOccasional travel within the Asia-Pacific region and to the United States may be requiredEquinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you need assistance in applying for an open position, you may send an email to Staffing@equinix.com. Please provide your contact information and let us know how we can assist you.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.Visit our Career page here to understand about Equinix COVID-19 Vaccine Policy.
View Original Job Posting