Job SummaryAccelerate Equinix's growth in market share and revenue by penetrating new accounts and work cross-functionally to expand and grow existing accounts. Protect/expand revenue in assigned accounts and work cross-functionally to drive high customer satisfaction. Develop new accounts by working cross-functionally with specific emphasis in enterprise space.
ResponsibilitiesBuild Customer Relationships
- Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects
- Facilitates customer relationships to ensure timely resolution of customer issues
- Conducts quarterly business reviews with customers to identify and develop new selling opportunities
- Leads Executive Briefings
Leverage Internal & External Partners
- 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 Alliance, etc.)
- Collaborates with global sales team to sell global Equinix platform
- Demonstrates consistent cross region exports
- Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts
Account Planning
- Researches and documents detailed understanding of customer business and organizational landscape
- Develops strategic, global account plans focused on maintaining/growing accounts
- Drives strategic, global & multi-line of business global account plans
Solution Selling
- Identifies customer's business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
- Leading delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs and persona
- Proven proficiency of Equinix product set and solutions
- Sells full suite of Equinix offerings to include global footprint and achieves exports
- Leverages external partners to drive solution development in new areas/prospects
Contract Renewals
- Proactively addresses high churn risk customers leveraging internal resources and external partners
- Facilitates customer contract renewals and negotiations to protect revenue
- Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure
Pipeline Management
- Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
- Identifies at risk accounts, expiring contracts and forecasts churn
Territory Planning
- Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
- Provides accurate forecasts
- May focus on particular vertical or sub-vertical within a dedicated sector
Prospecting
- Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
- Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; leveraging industry contact sand partners
- Actively prospects account base to sell global platform and achieves exports outside of country • Utilizes available tools to prospect and leverage account strategy plans
Negotiation
- 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
- Partners with sales leadership to present at regional deal review
Mentorship/Lead
- Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices
Qualifications- 7+ years experience preferred
- Bachelor's Degree required
The targeted pay range for this position in the following location is / locations are:
Canada - Toronto Office TRO : 198,000 - 296,000 CAD / Annual
Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location.
The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
The targeted pay range listed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.
Equinix BenefitsAs an employee, you become important to Equinix's success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure we're providing you with the best package possible. So, wherever you are in your career and life, you'll be able to enhance your experience and bring your whole self to work.
Employee Assistance Program: An Employee Assistance program is available to all employees.
Canada Core Benefits: - Insurance: You may enroll in healthcare coverage that is designed to complement the provincial healthcare system, along with life, disability and optional benefit plans that are designed for you and your eligible family members. - Retirement: You may also enroll in Equinix-sponsored retirement or savings plans: Defined Contribution Pension Plan (DCPP), Group Retirement Savings Plan (RRSP) and Tax-Free Savings Plan (TSFA). - Vacation and Paid Holidays: Equinix offers both vacation and personal time, along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to specific plan or program terms, and to change at Equinix discretion.
This posting is for a backfill position, meaning it is to fill an existing vacancy within our organization.
