Job Description

Sales Manager, Growth Markets 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 Senior Acquisition Account Executive sells Equinix solutions to new accounts within a complex scope. Focus on larger domestic and global accounts. Leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales. Responsibilities Solution Selling

• Identify the customer\xe2\x80\x99s business needs, challenges, technical requirements and propose Equinix solutions in partnership with SE/SA/supporting team.
• Lead the engagement, position our value, leverage internal resources where appropriate and adapt the pitch to customer\xe2\x80\x99s need and persona.
• Focus time and resource on the right customer profile, act with vitality and stay committed and accountable to achieve positive outcome and hitting targets.

Prospecting and Pipeline Management

• Coordinate with Opportunity Development team to strategize leads & qualify sales opportunities
• Pitch prospects primarily at C-level and leverage industry leaders and partners to build contacts
• Pursue high propensity prospects, maintain funnel with multi-times and multi-quarter pipeline
• Actively supervise and update opportunity status in SFDC following principles of timely forecasting.
• Identify account with churn risk, pay attention to expiring contracts and forecast churn accurately
• Diligent in qualifications of opportunities

Account Management

• Build and maintain relationship with dynamic stakeholders in assigned accounts and prospects
• Leads Executive briefings and strengthen Executive level business relationship with major clients
• Research and document detailed understanding of customer business and organizational landscape
• Conduct quarterly business review with customers to identify new selling opportunities
• Facilitate and rally internal support to ensure timely resolution of customer issues
• Proactively engage customers with churn risk, facilitate contract renewals and negotiate to protect revenue in view of contractual obligations

Territory Planning

• Prioritize list of accounts for short and long-term pursuit based on the assigned sales objective
• Be passionate with assigned verticals and focus on creating ecosystems that build interconnections
• Utilize available tools to prospect, develop strategic account plan and selling our product portfolio globally

Teaming with Internal & External Partners

• Lead coordinated approach with internal team (Sales Engineers, Solutions Architects, Customer Care, Sales Support Associates, Commercial Solutions, Sales Operations, etc) and external partners (Resellers, Strategic Alliance, etc) to jointly drive deals
• Understand business drivers of assigned accounts and improve strategic alliances and reseller partners to develop solutions that drive buying behavior of customers
• Collaborative with internal partners, especially the wider sales team

Negotiation

• Lead commercial offer and run contract negotiation in view of company interest
• Partner Commercial Solutions and internal resources to acquire the best possible commercial terms
• Understand commercial levers and non-negotiables to structure key deals and RFPs

Professionalism and Positive Behavior

• Conduct daily work with professionalism and maintain a positive mindset with the tenacity to overcome challenges and be successful
• Value modesty, trust, team and aim to preserve our culture of teamwork
• Maintain the mentoring and coaching attitude to level up teammates and open to share standard processes and guidance

Qualifications

• Typically requires a Bachelor\xe2\x80\x99s degree and 8+ years of related experience or equivalent work experience

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.