Sales Leader - Malaysia

Sales Leader - MalaysiaEquinix 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 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.Responsibilities Build Customer RelationshipsPlans, builds, and manages 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 (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliance, etc.)Collaborates with global sales team to sell global Equinix platformUnderstands business drivers of accounts and leverages strategic alliances 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, matching to Equinix solutions in partnership with SEs/SAsLeading delivery of pitch, partnering with the Global Technical Sales teamSells full suite of Equinix offerings to include global footprint and achieves exportsContract RenewalsProactively addresses churn risk customers using internal resources and external partnersFacilitates customer contract renewals and negotiations to protect revenueLeverages resources to understand customers’ obligations around notice periods, renewal terms, and Equinix’s exposurePipeline ManagementActively supervises and maintains status of opportunities in SFDC, following the principles of forecastingIdentifies at-risk accounts, expiring contracts and forecasts churnTerritory PlanningEntrepreneurial approach in penetrating and growing Malaysian metro through thoughtful strategy, planning and executionPrioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectivesProvides accurate forecastsMay focus on vertical or sub-vertical within a dedicated sectorProspectingCoordinates with Opportunity Development Team to strategize lead & sales opportunity qualificationPursues the highest propensity prospects, pipeline managementUses tools to prospect and leverage account strategy plansNegotiationLeads commercial offer and contract negotiations, using internal resources as needed to acquire the best commercial terms possibleUnderstands commercial levers and problem solves to make initial recommendations on deal structurePartners with sales leadership to present at regional deal reviewQualifications 15+ years of direct B2B selling experienceMinimum Bachelor's Degree requiredCandidate must have extensive experience selling in the Malaysia marketSuccessful history of direct new business sales, with the ability to prove consistent delivery against targetsProficient in English and MalayEquinix 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.