Senior Digital Services Sales Specialist

Senior Digital Services Sales Specialist

Who are we?

Equinix is the world’s digital infrastructure company, operating 200+ 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.

We are a fast-growing global company with 70+ consecutive quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of nearly 10,000 companies, including 1,800+ networks and 2,900+ cloud and IT service providers in over 26 countries spanning five continents.  

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. 

The Senior Digital Services Sales Specialist goal is to accelerate Equinix digital services growth within an assigned territory. Partner with the Sales Account Executives to define the digital sales strategy within prospective customers and respond to digital services opportunities. Work with Solution Architects and Technical Account Managers to deliver full value of Equinix’s digital services.

Responsibilities:

Product Solution 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.

What we’ll expect from you:

• Validated enterprise sales and business development experience preferably within the IT/software services, web/application/platform hosting, managed services, SAAS, Cloud computing, or ISP
• Develop and maintain a clear understanding of your prospects’ business needs and how Equinix’s solutions can enable current and future requirements.  
• Proficient communication and presentation skills (written & verbal).
• Strong technical aptitude to understand the challenges a prospect is facing and to translate those to business outcomes Equinix can deliver
• Ability to progress complex opportunities through a cross-functional sales cycle
• Self-starter, highly results-oriented and motivated to drive the highest possible level of responsiveness and performance; ability to spot potential wins and execute on them quickly and commercially.
• Excellent relationship building skills – Ability to build meaningful business relationships with Equinix customers, prospects, and internal colleagues
• Proven track record of success driving adoption of disruptive technologies within enterprise accounts
• The ability to work effectively at all levels within a high-growth, fast-paced environment and get results.
• Strong motivational colleague, with outstanding professional presence and eye for business.
• Coachable, accountable, driven to learn
• Persistent, dependable and with integrity
• Able to adapt to a constantly changing and growing environment, and share ideas on how to innovate
• Sales force automation, enterprise resource planning or other IT infrastructure management (monitoring and discovery) technologies a definite plus
• Sales specialist/overlay experience a plus

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