JR-137965 Sales Leader

​Sales Leader - Malaysia

Equinix is the worlds digital infrastructure company, operating 240+data centers across the globe andproviding 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 area fast-growing global company with 20 years of continuous growth.Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of 10,000+ companies, including 2,100 networks and 3,000+ cloud and IT service providersin 32countries spanningsix 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 providingan equitable work environment. that is foundational to our core values as a company and is vital to our success.

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Job Summary

Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on largest global accounts in region. Facilitate strategic account planning, leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.

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Responsibilities

Build Customer Relationships

• Plans, builds, and manages 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

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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
• Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts

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Account Planning

• Research 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

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Solution Selling

• Identifies customers business needs, challenges, and technical requirements, matching to Equinix solutions in partnership with SEs/SAs
• Leading delivery of pitch, partnering with the Global Technical Sales team
• Sells full suite of Equinix offerings to include global footprint and achieves exports

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Contract Renewals

• Proactively addresses churn risk customers using internal resources and external partners
• Facilitates customer contract renewals and negotiations to protect revenue
• Leverages resources to understand customers obligations around notice periods, renewal terms, and Equinixs exposure

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Pipeline Management

• Actively supervises and maintains status of opportunities in SFDC, following the principles of forecasting
• Identifies at-risk accounts, expiring contracts and forecasts churn

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Territory Planning

• Entrepreneurial approach in penetrating and growing Malaysian metro through thoughtful strategy, planning and execution
• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
• Provides accurate forecasts
• May focus on vertical or sub-vertical within a dedicated sector

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Prospecting

• Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
• Pursues the highest propensity prospects, pipeline management
• Uses tools to prospect and leverage account strategy plans

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Negotiation

• Leads commercial offer and contract negotiations, using internal resources as needed to acquire the 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

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Qualifications

• 15+ years of direct B2B selling experience
• Minimum Bachelor's Degree required
• Candidate must have extensive experience selling in the Malaysia market
• Successful history of direct new business sales, with the ability to prove consistent delivery against targets
• Proficient in English and Malay