Senior Product Sales Specialist 2

Senior Product Sales Specialist 2Equinix 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 continuous 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.Job SummaryPartners with Sales Account Executives to sell digital products to new accounts and/or existing accounts which are larger or more strategic in nature. Coaches Field Sales on digital and new product offerings. Partners with Sales Account Executives on strategic account planning for large/global accounts in region. Acts independently to determine methods & procedures; may coordinate activities of others.ResponsibilitiesProduct Solution ExpertiseHas expert knowledge of all digital products, services and offerings. Shares industry best practices, our digital service product offerings, and their benefits to customersActs as an instrumental role in building digital expertise and new products growth across field sales. Partners with Sales Account Executives on digital customer fit, pitch, personas, uses cases, common pain points, potential competitors, and how to handle objectionsLeads and contributes to development of company objectives and principles to achieve goals in creative and effective waysMaintains and grows expertise in leading transformational technology concepts and methodologiesDevelops market knowledge of partner solutions and uses cases, and product adjacent technologies to share with extended sales teamPartners with Sales Enablement and Product Development to develop new product training/briefings to Field SalesBuild Customer RelationshipsWorks as a business partner with account teams to develop digital pursuit strategies with customers and partners which are larger or more strategic in naturePlans, builds, and maintains relationships with key stakeholders in assigned accounts/prospectsConducts quarterly business reviews with customers to identify and develop new selling opportunitiesFocuses on providing thought leadership and works on broader organization projects, which requires understanding of wider businessLeads Executive BriefingsTerritory/Account PlanningIn partnership with Sales Account Executive, builds and executes customer acquisition strategy to expand digital solutions market share in existing accounts and new logosCoaches Account Executives to qualify and prioritize digital services opportunities for short and long-term pursuit to achieve assigned sales objectives  Works as a business partner with account teams to develop pursuit strategies for engaging IT leadership. Engages and influences key stakeholders in assigned accounts, prospects, and partnersDevelops initiatives to increase new digital product sales flow, senior client meetings and ways to position the comprehensive product portfolioCollaborates with the extended sales team throughout the customer life cycle. Contribute to post sale account planning and adoptionConducts quarterly business reviews with customers to identify and develop new selling opportunitiesDrives coordinated selling approach and account planning with global counterpartsProduct Solution SellingUnderstands business drivers, challenges, pain points and how Equinix digital solutions provide business outcomes that align to those initiatives. Works with Account Executives to identify customers’ business needs, challenges and technical requirementsLeads SME Level presentations and compelling pitchesWorks closely with Solutions Architects to design digital solutions that drive customer outcomesDefines value metrics within the prospects/customers and deliver value assessmentsLeads delivery of expert, compelling pitch, leveraging Solution Architects; customizes pitch to customer and personaEngages and influences key decision makers within client baseLeads resources necessary to further sales cycle such as Solution Architects, Technical Account Managers, Product, Customer Success, Marketing etcMeets or exceeds Monthly, Quarterly and Annual sales objectives and revenue quota, constantly working towards team, monthly & quarterly KPI metrics such as pipeline build, revenue attainment, digital bookings and opportunities developmentLeverages external partners to drive solution development in new areas/prospectsProvides customer and market insights to Product Marketing and Development. Participates in new feature/product developmentPipeline ManagementPartners with  Account Executives to identify at risk accounts and how digital products or services could increase renewal chancesProvides product specific forecasting and opportunity status to Digital Sales Management and consults with extended sales team on revenue growthPartners with Marketing, Channel and Business Development to support the creation and running of campaigns to generate additional pipelineDesigns and implements metrics for recording the success and quality of the sellers in your territoryUses metrics to guide individual work and uncover hidden areas of opportunityWorks on issues that impact program success or addresses future concepts and productsNegotiationDrives quoting, negotiating, and closing digital services sales in a global solution(s) selling environmentUnderstands commercial levers and problem solves to make initial recommendations on deal structureFacilitates commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possibleMentorship / LeadMentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practicesQualificationsProven years of experience preferred with a Bachelor’s degree; or 8 years and a Master’s degree; or a PhD with 5 years experience; or equivalent experienceExperience with Enterprise Sales within the ICT/Managed Service and Hosting arena (e.g. IT/software services, web/application/platform hosting, managed services, SAAS, Cloud computing, ISP)Equinix 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.