CLIENT SUMMARY

Our client is a US MNC headquartered in Redwood City, California. They specialise in internet connection and related services and are one of the leading global colocation data center providers. They operate 175+ data centers in 44 major metropolitan areas in 22 countries on five continents.
 

RESPONSIBILITIES

Territory Planning

  • Develops and executes against a comprehensive account/territory plan leveraging internal resources (Sales Operations, Marketing, etc.)
  • Holds team accountable to drive territory plans and account plans for key prospects and customers
  • Partners with regional Sales Ops in annual quota setting process to set territory goals
  • Optimizes resources within team

Forecasting & Pipeline Management

  • Achieves and exceeds assigned sales targets
  • Provides accurate forecasts on regular cadence
  • Ensures operational discipline of team to meet forecast, following the principles of forecasting
  • Sets expectation and regular cadence for pipeline reviews; reporting pipeline status to direct manager

Build Customer Relationships

  • Plans, builds, and maintains long-term relationships with key accounts
  • Provides coaching on conducting quarterly customer business reviews and executive briefing with key customers
  • Facilitates key customer relationships to ensure timely resolution of escalated customer issues


Leverage Internal & External Partners

  • Implements strategy and communication plan with external partners at (Reseller, Platform, etc.)
  • Drives a coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.)
  • Implements and monitors demand generation programs and campaigns in partnership with Marketing

Solution Selling

  • Ensures implementation and adoption of solution selling skills (Selling Equinix Value) in daily routines of team
  • Approves solutions and value proposition being laid out for opportunities
  • May have vertical expertise and advise/coach team

People Management & Coaching

  • Provides leadership and direction to a team of individual contributors for defining and executing on their territory plans
  • Coaches to enhance on-going skills development and selling behaviors
  • Create spirit of collaboration, evangelism, and engagement with sales teams
  • Drives accountability for the performance and results
  • Leads team through changes
  • Owns and manages all escalations to senior leadership for critical matters
  • Ensures team adoption of relevant tools available for more efficient business management
  • Responsible for all hiring decisions and activities, compensation, quarterly conversations, performance counseling, coaching and career development

REQUIREMENTS

  • More than 7 years of experience in Tech space preferred
  • Bachelor's Degree required

JOB ID: 1080

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