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Company | Equinix |
Address | Vancouver, British Columbia, Canada |
Employment type | FULL_TIME |
Salary | |
Category | Internet Publishing |
Expires | 2023-09-20 |
Posted at | 8 months ago |
Equinix is the world’s digital infrastructure company, operating 240+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.
- Facilitates customer relationships to ensure timely resolution of customer issues
- Builds and maintains relationships with key stakeholders in assigned accounts/prospects
- Conducts Quarterly Business Reviews and Leads Executive Briefings on occasion
- Leads and drives coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliances, etc.)
- Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
- Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts
- Drives coordinated selling approach and account planning with global counterparts
- Develops account plans focused on maintaining/growing accounts on occasion
- Researches and documents detailed understanding of customer business and organizational landscape on select accounts as needed
- Leverages external partners to drive solution development in new areas/prospects
- Identifies customer’s business needs, challenges, and technical requirements and recommends to Equinix solutions
- Sells full suite of Equinix offerings to include global footprint
- Leads sales pitch delivery, leveraging SEs where appropriate; adapts pitch to customer needs and persona
- Addresses high churn risk customers leveraging internal resources and external partners
- Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure
- Facilitates customer contract renewals and negotiations to protect revenue
- Monitors and maintains status of opportunities in SFDC, following the principles of forecasting
- Identifies at risk accounts, expiring contracts and forecast churn
- Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts
- Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects and leveraging industry contact sand partners
- Prospects account base to sell global platform and exporting outside of country
- Coordinates with Opportunity Development Team on a strategy for lead & sales opportunity qualification
- Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
- Understands commercial levers and problem solves to make initial recommendations on deal structure
- Assists with onboarding and training new team members on occasion
- Provides guidance and subject matter expertise to more junior team members
- Bachelor's degree preferred
- 3+ years experience preferred
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