Acquisition Account Executive, Mid - market Sales

Equinix Sales Team Position

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.

Job Summary

To support our growing new acquisition sales team, based in Netherlands. Responsible for building new business with (primarily) French customers. Influence and impact on the business you follow. Sell Equinix solutions to new accounts within a unique scope. Focus on targeting SMB companies in region. Oversees negotiation process.

Responsibilities

Drives prospecting to accelerate growth. Partners with other Sales stakeholders to strategize and lead sales opportunity qualification. Pursues 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 partners. Actively prospects the development of new accounts to sell global platform and achieves outside of country. Builds relationships with key stakeholders at prospect companies. Utilizes available tools to prospect new opportunities.

Forges trusting partnerships with partners and teams. Leads sales approach with the extended sales teams and external partners. 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 new accounts. Creates formal networks involving coordination among groups.

Leads account and territory planning. Researches and documents detailed understanding of customer business and organizational landscape on high priority prospects. Exercises independent judgment in methods, techniques and evaluation criteria for obtaining results. Effectively transitions account to Account Manager, maintaining customer satisfaction to ensure future revenue growth. Prioritizes list of prospects for short and long-term pursuit to achieve assigned sales objectives. Provides accurate forecasts. May focus on a particular vertical or sub-vertical within a dedicated sector.

Enhances solution selling. Focuses on critical, large, complex, high visibility, strategic, or tactically important accounts. Identifies 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 persona. Proficiency of Equinix product set and solutions. Leverages external partners to drive solution development in new areas/prospects.

Ensures excellence in pipeline management. Actively 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 issues.

Oversees negotiation for the most positive impact. Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain the best commercial terms possible. Understands commercial levers and problem solves to make initial recommendations on deal structure; overcome objections and position and engage and senior levels in account.

Qualifications

Ability to convey information clearly and persuasively. Native French and fluent English. Preferably, a good understanding of sales processes, techniques, and industry-specific challenges to effectively manager and close business. Proficiency in building and maintaining relationships within the industry to source potential new prospects/customers. Ability to utilize various tools and platforms (e.g., LinkedIn, Zoom Info.) to identify and engage with new prospects. Capability to negotiate offers and terms to achieve favorable outcomes. Strong relationship-building skills to foster trust and rapport with internal and external customers. Excellent organizational skills to manage multiple activities, stakeholders and channels efficiently, and prioritize tasks effectively. Flexibility to adjust strategies based on changing market conditions and customer needs. Understanding of industry trends, and competitive landscape, to provide informed recommendations to prospects. Driven to meet and exceed set targets and contribute to the overall success of the team & organization. Ability to identify challenges quickly, and develop effective solutions. Understanding and managing one's own emotions and those of others to enhance communication and relationships - to better foster belonging, inclusion, collaboration and team work.