Sr. Account Executive 1, Mid-Market Sales

Job Summary

Based in Singapore, the selected candidate's primary day-to-day activities would include new business acquisition and expansion in the Mid-Market business to uncover and land new opportunities.

Responsibilities

Prospecting / Pipeline Management

• Build and pursue high propensity prospects, create quality / high value pipeline, and achieve Sales Quota. Candidates who are good closers, strong negotiators or possess the skills in deal qualification, have worked in a high performing, dynamic sales environment will be considered.
• Ability to position and articulate Equinix's value preposition, understand customer's business challenges, desired outcomes and work efficiently with Global Solution Architects, Commercial Solutions and internal Support team to design a solution for our Customers and Prospects.
• Collaborate effectively with other stakeholders including Channel Partners/Opportunity Development/Tech Alliance Partners Team/Distribution Partners to strategize GTM strategy, account mapping, generate strong funnel and lead sales opportunity qualification.
• Prospects account base to sell global platform and exporting business outside of Country.
• Track progress of opportunities closely and on a weekly basis until closure. Adhere to the Sales discipline of timely weekly pipeline deal update.
• Identifies at risk accounts, expiring contracts and forecast churn and handle renewals.

Cross Functional

• The Applicant should have experience working with a cross functional team, not limited to Channels, Commercial, Technical Solution, Finance, Operations as well as collaborating with an extensive Regional team from AMER, EMEA and APAC.

Building Customer Relationships

• Builds and maintains relationships with key stakeholders in assigned accounts/prospects.
• Facilitates customer relationships to ensure timely resolution of customer issues.

Solution Selling

• Identifies customer's business needs, challenges, and technical requirements and recommends to Equinix solutions.

Negotiation

• Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible.
• Understands commercial levers and work out creative commercial offerings and deal structure.

Qualifications

• Bachelor's degree, 3-5 years of prior sales experience in Information Technology or equivalent. The Applicant must have experience selling into the Mid-Market sector.
• Prior experience working with Channel Partners or some level of technology knowledge would be of added advantage.
• Applicants must possess strong communication and presentation skills as they are required to present to CEO/Founders and decision makers.
• Results Oriented.
• Demonstrated track record of success.
• Strong business acumen.
• Open to guidance from leadership.
• The role requires the Applicant to be a Self starter and resourceful to tap on the resources to generate new pipeline.
• Ad-hoc travel might be required.

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