Equinix, Inc Hiring for EMEA Network Account Executive Full Time

EMEA Network Account Executive
Equinix is the world’s digital infrastructure company, operating 240+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.

We are a fast-growing global company with 20 years of continuous growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of 10,000+ companies, including 2,100 networks and 3,000+ cloud and IT service providers in 32 countries spanning six continents.

A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment. that is foundational to our core values as a company and is vital to our success.

Job Summary

Our EMEA Networks Sales team is growing and looking for a new team member to be based in Dubai! Do you have experience in solutions selling to new accounts and/or expands existing accounts? Do you focus on larger domestic and global accounts, facilitating strategic account planning? Wait no more and apply today!

This role will be specifically focussed on growing Equinix business in Oman. You will be responsible for driving sales in Oman, tracking and reporting results and interfacing with Oman leadership team. You will be partnering with Equinix global selling teams to help develop and close opportunities with existing Equinix customers, as well as hunt for new business with Prospects in MENA region and beyond.

Responsibilities

Build Customer Relationships

• Plan, build, and maintain relationships with key partners in assigned accounts/prospects
• Facilitate customer relationships to ensure timely resolution of customer issues
• Conduct quarterly business reviews with customers to identify and develop new selling opportunities
• Lead Executive Briefings

Demonstrate Internal & External Partners

• Lead and drive coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliance, etc.)
• Collaborate with global counterparts to sell Equinix platform present in Oman
• Demonstrate consistent cross region imports
• Understand business drivers of accounts and demonstrate strategic alliances and reseller partners to penetrate accounts

Account Planning

• Research and document detailed understanding of customer business and organizational landscape
• Develop strategic, global account plans focused on maintaining/growing accounts
• Drives strategic, global & multi-line of business global account plans

Solution Selling

• Identify customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
• Lead delivery of pitch, leveraging SE/SAs where appropriate; adapt pitch to customer needs and persona
• Shown proficiency of Equinix product set and solutions
• Sell full suite of Equinix offerings in Oman
• Power external partners to drive solution development in new areas/prospects

Contract Renewals

• Proactively addresses high churn risk customers leveraging internal resources and external partners
• Facilitate customer contract renewals and negotiations to protect revenue
• Use internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure

Pipeline Management

• Actively supervise and maintain status of opportunities in SFDC, following the principles of forecasting
• Identify accounts at risk, expiring contracts and forecasts churn

Territory Planning

• Prioritize list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
• Provide accurate forecasts
• May focus on particular vertical or sub-vertical within a dedicated sector

Prospecting

• Coordinate with Opportunity Development Team to strategize lead & sales opportunity qualification
• Pursue the highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; using industry contact sand partners
• Actively prospect account base to sell platform Equinix and achieves imports into country
• Utilize available tools to prospect and use account strategy plans

Negotiation

• Lead commercial offer and contract negotiations, using internal resources as needed to acquire the best commercial terms possible
• Understand commercial levers and problem solves to make initial recommendations on deal structure
• Partner with sales leadership to present at regional deal review.

Ideal candidate will have the following qualifications:

• Proven years of experience in sales or business development in technology sector, preferably in the datacenter, telecoms or IT services industry in MENA region
• Strong technical understanding of datacenter, telecoms and IT services markets
• Consistently (over-)achieved personal targets in rapidly changing business environment
• Extensive experience in negotiating and winning complex, high-value recurring revenue contracts
• The ability to engage and persuade at a multiplicity of levels, both internally and within customer organizations, including executive levels, and building strong stakeholder relationships
• Strong forecasting skills
• Capability to work independently and as part of a team
• Excellent communications skills (both oral and written) and presentation skills

• Strong contacts within organizations that are part of the Equinix customer/partner ecosystem

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.