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
Accelerates Equinix digital services growth within an assigned territory. Partners with Sales Account Executives to define the digital sales strategy within prospective customers and respond to digital services opportunities. Works with Solution Architects and Technical Account Managers to deliver the full value of Equinix’s digital services. This specialization has overlay responsibilities for product specific quota achievement.
Responsibilities
Product Solution Expertise
Has in depth knowledge of all digital products, services and offerings. Shares industry best practices, our digital service product offerings, and their benefits to customers
Supports building digital expertise and new products growth across field sales. Partners with Sales Account Executives on digital customer fit, pitch, personas, uses cases, common pain points, potential competitors, and how to handle objections
Understands and works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors
Maintains and grows expertise in leading transformational technology concepts and methodologies
Develops market knowledge of partner solutions and uses cases, and product adjacent technologies to share with extended sales team
Build Customer Relationships
Works as a business partner with account teams to develop digital pursuit strategies with customers and partners which are larger or more strategic in nature
Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects and partners
Contributes to quarterly business reviews with customers to identify and develop new digital selling opportunities
Advises others on complex matters
Territory/Account Planning
In partnership with Sales Account Executive, builds and executes customer acquisition strategy to expand digital solutions market share in existing accounts and new logos
Coaches Account Executives to qualify and prioritize digital services opportunities for short and long-term pursuit to achieve assigned sales objectives
Works as a business partner with account teams to develop pursuit strategies for engaging IT leadership. Engages and influences key stakeholders in assigned accounts, prospects, and partners
Develops initiatives to increase new digital product sales flow, senior client meetings and ways to position the comprehensive product portfolio
Contributes to quarterly business reviews with customers to identify and develop new digital selling opportunities
Collaborates with the extended sales team throughout the customer life cycle. Contributes to post sale account planning and adoption
Product Solution Selling
Understands business drivers, challenges, pain points and how Equinix digital solutions provide business outcomes that align to those initiatives. Works with Account Executives to identify customers’ business needs, challenges and technical requirements
Leads SME Level presentations and compelling pitches
Works closely with Solutions Architects to design digital solutions that drive customer outcomes
Defines value metrics within the prospects/customers and delivers value assessments
Engages and influences key decision makers within client base
Facilitates resources necessary to further sales cycle such as Solution Architects, Technical Account Managers, Product, Customer Success,…