Prospecting/ Pipeline Management
- Build and pursue high propensity prospects, create quality/high value pipeline, and achieve Sales Quota.
- Ability to position and articulate Equinix’s value preposition, understand customer’s business challenges, desired outcomes and work efficiently with Global Solution Architects, Commercial Solutions and internal Support team to design a solution for our Customers and Prospects.
- Collaborate effectively with other stakeholders including Channel Partners/Opportunity Development/Tech Alliance Partners Team/Distribution Partners to strategize GTM strategy, account mapping, generate strong funnel and lead sales opportunity qualification
- Prospects account base to sell global platform and exporting business outside of Country
- Track progress of opportunities closely and on a weekly basis until closure. Adhere to the Sales discipline of timely weekly pipeline deal update
- Identifies at risk accounts, expiring contracts and forecast churn and handle renewals
Cross Functional
- Work with a cross functional team, not limited to Channels, Commercial, Technical Solution, Finance, Operations as well as collaborating with an extensive Regional team from AMER, EMEA and APAC
Building Customer Relationships
- Build and maintains relationships with key stakeholders in assigned accounts/prospects
- Facilitate customer relationships to ensure timely resolution of customer issues
Solution Selling
- Identify customer’s business needs, challenges, and technical requirements and recommends to Equinix solutions
Negotiation
- Lead commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
- Understand commercial levers and work out creative commercial offerings and deal structure
- Ability to close and acquire new customers in a dynamic sales environment.
Qualifications
- Bachelor’s degree, 3+ years of prior sales experience in Information Technology or equivalent is preferred. Experience selling into the Mid-Market sector is required.
- Prior experience working with Channel Partners or some level of technology knowledge would be of added advantage
- Possess strong communication and presentation skills as they are required to present to CEO/Founders and decision makers
- Results Oriented. Demonstrated track record of success
- Strong business acumen
- Open to guidance from leadership
- Self starter and resourceful to tap on the resources to generate new pipeline
- Ad-hoc travel might be 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 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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