Who are we?
Equinix is the world's digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.
A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.
A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You'll work across teams, influence key decisions, and help shape the path forward. You'll find belonging, purpose, and a team that welcomes you-because when you feel valued, you're empowered to do your best work.
Job Summary
Accelerate Equinix's growth in market share and revenue by penetrating new accounts and work cross-functionally to expand and grow existing accounts. Protect/expand revenue in assigned accounts and work cross-functionally to drive high customer satisfaction. Develop new accounts by working cross-functionally with specific emphasis in enterprise space.
Responsibilities
Build Customer Relationships
- Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects
- Facilitates customer relationships to ensure timely resolution of customer issues
- Conducts quarterly business reviews with customers to identify and develop new selling opportunities
- Leads Executive Briefings
Leverage Internal & External Partners
- Leads 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 platform
- Demonstrates consistent cross region exports
- Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts
Account Planning
- Researches and documents detailed understanding of customer business and organizational landscape
- Develops strategic, global account plans focused on maintaining/growing accounts
- Drives strategic, global & multi-line of business global account plans
Solution Selling
- Identifies customer's business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
- Leading delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs and persona
- Proven proficiency of Equinix product set and solutions
- Sells full suite of Equinix offerings to include global footprint and achieves exports
- Leverages external partners to drive solution development in new areas/prospects
Contract Renewals
- Proactively addresses high churn risk customers leveraging internal resources and external partners
- Facilitates customer contract renewals and negotiations to protect revenue
- Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure
Pipeline Management
- Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
- Identifies at risk accounts, expiring contracts and forecasts churn
Territory Planning
- Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
- Provides accurate forecasts
- May focus on particular vertical or sub-vertical within a dedicated sector
Prospecting
- Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
- Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; leveraging industry contact sand partners
- Actively prospects account base to sell global platform and achieves exports outside of country • Utilizes available tools to prospect and leverage account strategy plans
Negotiation
- Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
- Understands commercial levers and problem solves to make initial recommendations on deal structure
- Partners with sales leadership to present at regional deal review
Mentorship/Lead
- Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices
Qualifications- Proven years experience preferred
- Bachelor's Degree required
Equinix 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.
We use artificial intelligence in our hiring process. Learn more here.This posting is for a backfill position, meaning it is to fill an existing vacancy within our organization.
