Job Description

Account Executive - Content Digital Media, Cloud & IT Service Providers
Equinix is the world\xe2\x80\x99s 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 consecutive quarterly 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.

• As of Quarter 4 2022

Job Summary Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on mid-size domestic and global accounts. Reporting to the Sales Team Lead, you are to ensure growth of Equinix IBX business in Singapore and the rest of the international offices by acquiring new customers that best fit the Company\xe2\x80\x99s business profile to gain new business and develop long term relationships. In addition, you are to protect, manage and grow revenue from existing installed customer base. You shall ensure that the needs of customer portfolio are met from a positive customer experience standpoint.



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

Leverage Internal & External Partners

• Coordinates 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.) \xc2\xb7 Demonstrates consistent intra-region selling and occasional cross region exports
• Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts

Account Planning

• Researches and documents detailed understanding of customer business and organizational landscape on select accounts
• Develops account plans focused on maintaining/growing accounts

Solution Selling

• Identifies customer\xe2\x80\x99s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
• Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs
• Proven proficiency of Equinix product set and solutions
• Sells full suite of Equinix offerings to include global footprint
• 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; cold calling prospects and building industry contacts

Negotiation

• • Facilitates commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
• • Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure

Mentorship/Lead

• Open to guidance from leadership and more senior Account Executives

Qualifications

• Minimum Polytechnic Diploma, University Degree is preferred
• 5 to 7 years in sales (in a MNC or Cloud IT/Content Digital Media organizations), preferably experience in data centre solution selling
• Strong track record in successful accounts penetration into one or more of the Equinix Targeted Ecosystems verticals of Telcos, System Integrator, FSIs, Content Digital Media, Cloud and/or Enterprise
• Experience working on cross-sector/inter-regional opportunities and accounts, as well as with global sales teams
• Proven track record of consistently meeting and exceeding sales objectives and quota
• Familiar with handling with customers\xe2\x80\x99 complaints and managing internal & external customer expectations
• Ability to establish executive engagement at \xe2\x80\x98C\xe2\x80\x99 level and develop excellent client relationship at all levels of organization
• Good project management, problem solving, time-management, communication and presentation skills and able to work under pressure
• Occasional travel within the Asia-Pacific region and to the United States may be required

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. Visit our Career page here to understand about Equinix COVID-19 Vaccine Policy.