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Job Summary

Accelerates Equinix digital services growth within an assigned territory. Partners with Sales Account Executives to define the digital sales strategy within prospective customers and respond to digital services opportunities. Works with Solution Architects and Technical Account Managers to deliver the full value of Equinix’s digital services. This specialization has overlay responsibilities for product specific quota achievement.

Responsibilities
Product Solution Expertise

• Has in depth knowledge of all digital products, services and offerings. Shares industry best practices, our digital service product offerings, and their benefits to customers
• Supports building digital expertise and new products growth across field sales. Partners with Sales Account Executives on digital customer fit, pitch, personas, uses cases, common pain points, potential competitors, and how to handle objections
• Understands and works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors
• Maintains and grows expertise in leading transformational technology concepts and methodologies
• Develops market knowledge of partner solutions and uses cases, and product adjacent technologies to share with extended sales team

Build Customer Relationships

• Works as a business partner with account teams to develop digital pursuit strategies with customers and partners which are larger or more strategic in nature
• Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects and partners
• Contributes to quarterly business reviews with customers to identify and develop new digital selling opportunities
• Advises others on complex matters

Territory/Account Planning

• In partnership with Sales Account Executive, builds and executes customer acquisition strategy to expand digital solutions market share in existing accounts and new logos
• Coaches Account Executives to qualify and prioritize digital services opportunities for short and long-term pursuit to achieve assigned sales objectives
• Works as a business partner with account teams to develop pursuit strategies for engaging IT leadership. Engages and influences key stakeholders in assigned accounts, prospects, and partners
• Develops initiatives to increase new digital product sales flow, senior client meetings and ways to position the comprehensive product portfolio
• Contributes to quarterly business reviews with customers to identify and develop new digital selling opportunities
• Collaborates with the extended sales team throughout the customer life cycle. Contributes to post sale account planning and adoption

Product Solution Selling

• Understands business drivers, challenges, pain points and how Equinix digital solutions provide business outcomes that align to those initiatives. Works with Account Executives to identify customers’ business needs, challenges and technical requirements
• Leads SME Level presentations and compelling pitches
• Works closely with Solutions Architects to design digital solutions that drive customer outcomes
• Defines value metrics within the prospects/customers and delivers value assessments
• Engages and influences key decision makers within client base
• Facilitates resources necessary to further sales cycle such as Solution Architects, Technical Account Managers, Product, Customer Success, Marketing etc
• Meets or exceeds Monthly, Quarterly and Annual sales objectives and revenue quota, constantly working towards team, monthly & quarterly KPI metrics such as pipeline build, revenue attainment, digital bookings and opportunities development
• Leverages external partners to drive solution development in new areas/prospects

Pipeline Management

• Provides product specific forecasting and opportunity status to Digital Sales Management and consults with extended sales team on revenue growth
• Works with Marketing, Channel and Business Development to support the creation and running of campaigns to generate additional pipeline
• Implements and tracks metrics for recording the success and quality of the sellers in your territory
• Uses these metrics to guide your work and uncover hidden areas of opportunity
• Partners with Account Executives to identify at risk accounts and how digital products or services could increase renewal chances
• Determines methods and procedures on new assignments

Negotiation

• Drives quoting, negotiating, and closing digital services sales in a global solution(s) selling environment
• Supports the Account Executive with digital services contracts and serves as a liaison to the legal team
• Understands commercial levers and problem solves to make initial recommendations on deal structure

Mentorship / Lead

• Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices

Qualifications
Typical Degree & Years of Experience

• Typically requires a proven years of related experience with a Bachelor’s degree; or 6 years and a Master’s degree; or a PhD with 3 years experience; or equivalent experience
• Experience with Enterprise Sales within the ICT/Managed Service and Hosting arena (e.g. IT/software services, web/application/platform hosting, managed services, SAAS, Cloud computing, ISP)

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability.  If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.

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. 

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