Interconnection Sales Specialist (ICSS) - Expert

e at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.

A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success.

Job Summary

• The Interconnection Sales Specialist (ICSS) is responsible for driving digital revenue growth by accelerating Fabric, Fabric Cloud Router and Network Edge, and platform adoption across new and existing accounts. This role involves collaborating with cross-functional teams, including Sales Account Executives, Solution Architects and Technical Account Managers to deliver the full value of Equinix's digital services portfolio.

​Responsibilities:

Product Solutions Expertise

• Be a digital product and services expert. Sharing your knowledge of industry best practices, our digital service product offerings, and their benefits to customers.

• Support building digital expertise and new products growth across field sales. Partner with Sales Account Executives on digital customer fit, pitch, personas, uses cases, common pain points, potential competitors, and how to handle objections.

• Actively maintain and grow your expertise in leading transformational technology concepts and methodologies

Build Customer Relationships

• Work as a business partner with account teams to develop digital pursuit strategies with customers and partners.

• Build relationships with key stakeholders in assigned accounts, prospects, and partners.

• Contribute to quarterly business reviews with customers to identify and develop new digital selling opportunities.

Territory and Account Planning

• Drive digital prospecting and account growth within existing accounts or new logos with Sales Account Executive.

• Partner with Account Executives to identify, qualify, prioritize, and execute digital services strategies for short and long-term pursuit to achieve assigned sales objectives

• Analyze customer data and make recommendations on how to maximize the digital services solutions within assigned territory or account segmentation

Product Solution Selling

• Work with Account Executives to identify customers' business needs, challenges and technical requirements and matches to Equinix solutions.

• Work closely with Solutions Architects to perform presales feasibility assessments to ensure that digital solutions meet the customer requirements.

• Define value metrics within the prospects/customers and deliver value assessments

• Engage and influence key decision makers within client base.

• Facilitate resources necessary to further sales cycle such as Solution Architects, Technical Account Managers, Product, Customer Success, Marketing etc.

• Meet or exceed 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.

Pipeline Management

• Prioritize list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives

• Provide timely and accurate information to management such as forecasting and opportunity status

• Work with Marketing, Channel and Business Development to support the creation and running of campaigns to generate additional pipeline

​Negotiation

• Works with Sales Account Executive to drive quoting, negotiating, and closing of digital services sales

• Support the Account Executive with digital services contracts and serve as a liaison to the legal team.

Qualifications:

• Education: Bachelor's degree in business, Engineering, or a related field; MBA or advanced degree preferred.

• Language: Advanced/fluent English

• Experience: Solid experience in selling enterprise and cloud solutions; selling infrastructure-as-a-service; technical sales and account management

• Strong Knowledge of business challenges facing enterprise executives that are driving digital transformation use case adoption

Skills and Attributes

Passionate about infrastructure, interconnection, and the future of technology and software-as-a-service

Digitally savvy and strong sales management background

Excellent relationship building skills with demonstrated ability to build meaningful relationships with Equinix customers, prospects, and internal colleagues

Strong analytical and problem-solving skills

Excellent communication and presentation skills

Ability to work collaboratively in cross-functional teams

Equinix is an equal opportunity employer. All candidates will be considered for employment regardless 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 status or partnership, age, veteran or military status, physical or mental disability, medical condition, information, political/organizational affiliation, status as a victim or family member of a victim of crime or, or any other status protected by applicable law.

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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