Manager, Enterprise Sales Japan

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The Manager, Enterprise Sales Japan leads a team of less than 10 account executives in accelerating Equinix's growth by managing existing client base and developing new accounts. Responsible for leading a small sales with smaller revenue and bookings within region.

Responsibilities

Territory Planning

• Develops and executes against a comprehensive account/territory plan leveraging internal resources (Sales Operations, Marketing, etc.)

• Holds team accountable to drive territory plans and account plans for key prospects and customers

• Partners with regional Sales Ops in annual quota setting process to set territory goals

• Optimizes resources within team

Forecasting & Pipeline Management

• Achieves and exceeds assigned sales targets

• Provides accurate forecasts on regular cadence

• Ensures operational discipline of team to meet forecast, following the principles of forecasting

• Sets expectation and regular cadence for pipeline reviews; reporting pipeline status to direct manager

Build Customer Relationships

• Plans, builds, and maintains long-term relationships with key accounts

• Provides coaching on conducting quarterly customer business reviews and executive briefing with key customers

• Facilitates key customer relationships to ensure timely resolution of customer issues

Leverage Internal & External Partners

• Implements strategy and communication plan with external partners (Reseller, Platform, etc.)

• Drives a coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.)

• Implements and monitors demand generation programs and campaigns in partnership with Marketing

Solution Selling

• Ensures implementation and adoption of solution selling skills (Selling Equinix Value) in daily routines of team

• Approves solutions and value proposition being laid out for opportunities

• May have vertical expertise and advise/coach team

People Management & Coaching

• Provides leadership and direction to a team of individual contributors for defining and executing on their territory plans

• Coaches to enhance on-going skills development and selling behaviors

• Creates spirit of collaboration, engagement, and sharing best practices within sales teams

• Drives accountability for the performance and results

• Leads team through changes

• Owns and manages all escalations to senior leadership for critical matters

• Ensures team adoption of relevant tools available for more efficient business management

• Responsible for all hiring decisions and activities, compensation, quarterly conversations, performance counseling, coaching and career development

Qualifications

• 5+ years experience preferred

• Bachelor's Degree required

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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.