Who are we?
Equinix is the world's digital infrastructure company, operating over 250data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.
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 providingan equitable work environment that is foundational to our core values as a company and is vital to our success.
Job Summary
Sells Equinix digital solutions (Fabric, Network Edge, Metal) 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
Product Solution Expertise
Has in depth knowledge of all digital products, services and offerings. Shares industry best practices, our digital service product offerings, and their benefits to customers
Supports 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 objections
Understands and works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors
Maintains and grows expertise in leading transformational technology concepts and methodologies
Develops market knowledge of partner solutions and uses cases, and product adjacent technologies to share with extended sales team
Build Customer Relationships
Works as a business partner with account teams to develop digital pursuit strategies with customers and partners which are larger or more strategic in nature
Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects and partners
Contributes to quarterly business reviews with customers to identify and develop new digital selling opportunities
Advises others on complex matters
Territory/Account Planning
In partnership with Sales Account Executive, builds and executes customer acquisition strategy to expand digital solutions market share in existing accounts and new logos
Coaches 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 partners.
Develops initiatives to increase new digital product sales flow, senior client meetings and ways to position the comprehensive product portfolio
Contributes to quarterly business reviews with customers to identify and develop new digital selling opportunities
Collaborates with the extended sales team throughout the customer life cycle. Contributes to post sale account planning and adoption
Product Solution Selling
Understands 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 requirements
Leads SME Level presentations and compelling pitches
Works closely with Solutions Architects to design digital solutions that drive customer outcomes
Defines value metrics within the prospects/customers and delivers value assessments
Engages and influences key decision makers within client base
Facilitates resources necessary to further sales cycle such as Solution Architects, Technical Account Managers, Product, Customer Success, Marketing etc
Meets 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 development
Leverages external partners to drive solution development in new areas/prospects
Pipeline Management
Provides product specific forecasting and opportunity status to Digital Sales Management and consults with extended sales team on revenue growth
Works with Marketing, Channel and Business Development to support the creation and running of campaigns to generate additional pipeline
Implements and tracks metrics for recording the success and quality of the sellers in your territory
Uses these metrics to guide your work and uncover hidden areas of opportunity
Partners with Account Executives to identify at risk accounts and how digital products or services could increase renewal chances
Determines methods and procedures on new assignments
Negotiation
Drives quoting, negotiating, and closing digital services sales in a global solution(s) selling environment
Supports the Account Executive with digital services contracts and serves as a liaison to the legal team
Understands commercial levers and problem solves to make initial recommendations on deal structure
Mentorship / Lead
Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices
Qualifications
Typically requires a minimum of 8 years of related experience with a Bachelor's degree; or 6 years and a Master's degree; or a PhD with 3 years experience; or equivalent experience.
Experience 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 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.
The United States targeted pay range for this position in the following location is / locations are:
California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $266,000 to $396,000 per year
Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.
The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.
As an employee, you become important to Equinix's success. Details about our company benefits can be found at the following link:
USA Benefits eBook
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.
The United States targeted pay range for this position in the following location is / locations are:
California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $266,000 to $396,000 per year
Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.
The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.
As an employee, you become important to Equinix's success. Details about our company benefits can be found at the following link:
USA Benefits eBook