Interconnection Sales Specialist
Who are we?
Equinix is the world's digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.
A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.
A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You'll work across teams, influence key decisions, and help shape the path forward. You'll find belonging, purpose, and a team that welcomes you-because when you feel valued, you're empowered to do your best work.
Job Summary
The Interconnection Sales Specialist (ICSS) is responsible for driving digital revenue growth by accelerating Fabric, Fabric Cloud Router and Network Edge, and platform adoption across new and existing accounts. This role involves collaborating with cross-functional teams, including Sales Account Executives, Solution Architects and Technical Account Managers to deliver the full value of Equinix's digital services portfolio.
Responsibilities
Product Solutions 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
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.
Knowledge and Experience
- Bachelor's degree in Business, Engineering, or a related field; MBA or advanced degree preferred.
- Experience: Consolidated experience in selling enterprise and cloud solutions; selling infrastructure-as-a-service; technical sales and account management
- Knowledge of business challenges facing enterprise executives that are driving digital transformation use case adoption
Skills and Attributes
- Passionate about infrastructure, interconnection, and the future of technology and software-as-a-service
- Digitally savvy and strong sales management background
- Excellent relationship building skills with demonstrated ability to build meaningful relationships with Equinix customers, prospects, and internal colleagues
- Strong analytical and problem-solving skills
- Excellent communication and presentation skills
- Ability to work collaboratively in cross-functional teams
Equinix 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 this form.
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.
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