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.
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.)
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
Researches and documents detailed understanding of customer business and organizational landscape on select accounts
Develops account plans focused on maintaining/growing accounts
Identifies customer’s 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.
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.
Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
Identifies at risk accounts, expiring contracts and forecasts churn.
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.
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
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.
Open to guidance from leadership and more senior Account Executives
More than 5 years of relevant experience preferred
Prior business relationships with the service providers.