Equinix - El Segundo, CA

posted 7 days ago

Full-time - Senior
Hybrid - El Segundo, CA
Real Estate

About the position

Equinix is the world's digital infrastructure company, operating over 260 data 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 providing an equitable work environment that is foundational to our core values as a company and is vital to our success.

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 and external partners; 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; Leading delivery of pitch, leveraging SE/SAs where appropriate; 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; 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; 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; 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.

Requirements

  • 7+ years experience preferred
  • Bachelor's Degree required

Benefits

  • 401k
  • 401k_matching
  • dental_insurance
  • health_insurance
  • vision_insurance
  • life_insurance
  • disability_insurance
  • paid_holidays
  • paid_volunteer_time
  • tuition_reimbursement
  • employee_stock_purchase_plan
  • professional_development
  • flexible_scheduling
  • gym_membership
  • mental_health_days
  • sabbatical_leave
  • sign_on_bonus
  • performance_bonus
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