Who are we?Equinix is the world’s digital infrastructure company®, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure 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 SummaryTo support our growing new acquisition sales team, based in NetherlandsResponsible for building new business with (primarily) French customers.Influence and impact on the business you followSell Equinix solutions to new accounts within a unique scope.Focus on targeting SMB companies in regionOversees negotiation processResponsibilitiesDrives prospecting to accelerate growthPartners with other Sales stakeholders to strategize and lead sales opportunity qualificationPursues highest propensity prospects with no current revenue and fills the funnel with opportunities while pitching prospects primarily at C-level and leveraging industry contacts and partnersActively prospects the development of new accounts to sell global platform and achieves outside of countryBuilds relationships with key stakeholders at prospect companiesUtilizes available tools to prospect new opportunitiesForges trusting partnerships with partners and teamsLeads sales approach with the extended sales teams and external partnersCollaborates with global sales team to sell global Equinix platformDemonstrates consistent cross region exportsUnderstands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate new accountsCreates formal networks involving coordination among groupsLeads account and territory planningResearches and documents detailed understanding of customer business and organizational landscape on high priority prospectsExercises independent judgment in methods, techniques and evaluation criteria for obtaining resultsEffectively transitions account to Account Manager, maintaining customer satisfaction to ensure future revenue growthPrioritizes list of prospects for short and long-term pursuit to achieve assigned sales objectivesProvides accurate forecastsMay focus on a particular vertical or sub-vertical within a dedicated sectorEnhances solution sellingFocuses on critical, large, complex, high visibility, strategic, or tactically important accountsIdentifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with Sales Engineers (SEs) and Sales Architects (SAs)Leads delivery of expert, compelling pitch, leveraging SE/SAs where appropriate; customizes pitch to customer and personaProficiency of Equinix product set and solutionsLeverages external partners to drive solution development in new areas/prospectsEnsures excellence in pipeline managementActively monitors and maintains status of opportunities in our Sales Force Database, following the principles of forecasting while using their broad expert knowledge of skills to resolve significant and unique issuesOversees negotiation for the most positive impactLeads commercial offer and contract negotiations, leveraging internal resources as needed to obtain the best commercial terms possibleUnderstands commercial levers and problem solves to make initial recommendations on deal structure; overcome objections and position and engage and senior levels in accountQualificationsAbility to convey information clearly and persuasivelyPreferably, a good understanding of sales processes, techniques, and industry-specific challenges to effectively manager and close businessProficiency in building and maintaining relationships within the industry to source potential new prospects/customersAbility to utilize various tools and platforms (e.g., LinkedIn, Zoom Info.) to identify and engage with new prospectsCapability to negotiate offers and terms to achieve favorable outcomesStrong relationship-building skills to foster trust and rapport with internal and external customersExcellent organizational skills to manage multiple activities, stakeholders and channels efficiently, and prioritize tasks effectivelyFlexibility to adjust strategies based on changing market conditions and customer needs.Understanding of industry trends, and competitive landscape, to provide informed recommendations to prospectsDriven to meet and exceed set targets and contribute to the overall success of the team & organizationAbility to identify challenges quickly, and develop effective solutionsUnderstanding and managing one’s own emotions and those of others to enhance communication and relationships - to better foster belonging, inclusion, collaboration and team workEquinix 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 .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.
