Senior Digital Services Sales Specialist

Job Summary

The Digital Services Sales Specialist goal is to accelerate Equinix digital services growth within an assigned territory. Partner with Sales Account Executives to define the digital sales strategy within prospective customers and respond to digital services opportunities. Work with Solution Architects and Technical Account Managers to deliver full value of Equinix’s digital services.
Responsibilities
Product Solution 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

Build Customer Relationships

    Work as a business partner with account teams to develop digital pursuit strategies with customers and partners
    Build relationships with key stakeholders in assigned accounts, prospects, and partners
    Contribute to quarterly business reviews with customers to identify and develop new digital selling opportunities

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

Qualifications

    Validated enterprise sales and business development experience preferably within the IT/software services, web/application/platform hosting, managed services, SAAS, Cloud computing, or ISP
    Develop and maintain a clear understanding of your prospects’ business needs and how Equinix’s solutions can enable current and future requirements
    Proficient communication and presentation skills (written & verbal)
    Strong technical aptitude to understand the challenges a prospect is facing and to translate those to business outcomes Equinix can deliver
    Ability to progress complex opportunities through a cross-functional sales cycle
    Self-starter, highly results-oriented and motivated to drive the highest possible level of responsiveness and performance; ability to spot potential wins and execute on them quickly and commercially
    Excellent relationship building skills – Ability to build meaningful business relationships with Equinix customers, prospects, and internal colleagues
    Proven track record of success driving adoption of disruptive technologies within enterprise accounts
    The ability to work effectively at all levels within a high-growth, fast-paced environment and get results
    Strong motivational colleague, with outstanding professional presence and eye for business
    Coachable, accountable, driven to learn
    Persistent, dependable and with integrity
    Able to adapt to a constantly changing and growing environment, and share ideas on how to innovate
    Sales force automation, enterprise resource planning or other IT infrastructure management (monitoring and discovery) technologies a definite plus
    Sales specialist/overlay experience a plus