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


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

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’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.

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.

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

REQUIREMENTS
  • More than 5 years of relevant experience preferred
  • Prior business relationships with the service providers.
  • Bachelor's Degree required

JOB ID: 1088

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