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 Accelerate Equinix’s growth in market share and revenue by penetrating new accounts and work cross-functionally to expand and grow existing accounts. Protect/expand revenue in assigned accounts and work cross-functionally to drive high customer satisfaction. Develop new accounts by working cross-functionally with specific emphasis in enterprise space. Responsibilities Build Customer Relationships Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects Facilitates customer relationships to ensure timely resolution of customer issues Conducts quarterly business reviews with customers to identify and develop new selling opportunities Leads Executive Briefings Leverage Internal & External Partners Leads and drives 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.) 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 accounts Account Planning Researches and documents detailed understanding of customer business and organizational landscape Develops strategic, global account plans focused on maintaining/growing accounts Drives strategic, global & multi-line of business global account plans Solution Selling Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs Leading delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs and persona Proven proficiency of Equinix product set and solutions Sells full suite of Equinix offerings to include global footprint and achieves exports Leverages external partners to drive solution development in new areas/prospects Contract Renewals Proactively addresses high churn risk customers leveraging internal resources and external partners Facilitates customer contract renewals and negotiations to protect revenue Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure Pipeline Management Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting Identifies at risk accounts, expiring contracts and forecasts churn Territory Planning Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives Provides accurate forecasts May focus on particular vertical or sub-vertical within a dedicated sector Prospecting Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; leveraging industry contact sand partners Actively prospects account base to sell global platform and achieves exports outside of country · Utilizes available tools to prospect and leverage account strategy plans Negotiation Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible Understands commercial levers and problem solves to make initial recommendations on deal structure Partners with sales leadership to present at regional deal review Mentorship/Lead Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices Qualifications Proven years experience preferred Bachelor's Degree required French Translation Présentation du poste Accélérer la croissance de la part de marché et des revenus d’Equinix en pénétrant de nouveaux comptes et travailler de manière interfonctionnelle pour développer et faire croître les comptes existants. Protéger, voire accroître, les revenus des comptes attribués et travailler de manière interfonctionnelle pour assurer un degré élevé de satisfaction de la clientèle. Développer les nouveaux comptes clients en travaillant de manière interfonctionnelle, en mettant l’emphase sur le secteur des grandes entreprises. Responsabilités Établir des relations avec la clientèle Planifier, établir et entretenir des relations avec les principales parties prenantes des comptes attribués et potentiels Faciliter les relations avec la clientèle afin d’assurer la résolution rapide de ses éventuels problèmes Mener des revues d’affaires trimestrielles avec les clients afin de cerner et de développer de nouvelles occasions de vente Diriger des séances d’information à l’intention de la direction Tirer parti des partenaires internes et externes Diriger et orienter une approche de vente en coordination avec l’équipe de vente au sens large (ingénieurs commerciaux, architectes de solutions, service à la clientèle, SSA, solutions commerciales, opérations de vente, etc.) et les partenaires externes (revendeurs, alliances stratégiques, etc.) Collaborer avec l’équipe de vente mondiale pour vendre la plateforme mondiale d’Equinix Faire preuve d’exportations interrégionales constantes Comprendre les moteurs d’affaires des différents comptes et mettre à profit les alliances stratégiques et les partenaires revendeurs afin de pénétrer des comptes Planification des comptes Obtenir et documenter une compréhension détaillée des activités du client et de son environnement organisationnel Élaborer des plans stratégiques et mondiaux axés sur le maintien et la croissance des comptes Diriger des plans en matière de comptes mondiaux et stratégiques couvrant plusieurs secteurs d’activité Vente de solutions Cerner les besoins d’affaires, les enjeux et les exigences techniques du client afin de cerner les solutions Equinix appropriées, en partenariat avec les ingénieurs commerciaux et les architectes de solutions Diriger la présentation de l’argumentaire en faisant appel aux ingénieurs commerciaux et aux architectes de solutions au besoin; adapter l’argumentaire aux besoins et au profil du client Démontrer une maîtrise de la gamme de produits et de solutions d’Equinix Vendre la gamme complète des offres d’Equinix, y compris ses capacités mondiales, et réaliser des exportations Mettre à profit les partenaires externes pour favoriser le développement de solutions dans de nouveaux domaines ou auprès de nouveaux comptes potentiels Renouvellement des contrats Aborder de manière proactive les clients présentant un risque élevé d’attrition en mettant à profit les ressources internes et les partenaires externes Faciliter le renouvellement des contrats des clients et les négociations afin de protéger les revenus Mettre à profit les ressources internes afin comprendre les modalités contractuelles contractuelles applicables aux différents (préavis, modalités de renouvellement, degré d’exposition d’Equinix) Gestion du pipeline Surveiller et tenir à jour activement l’état des occasions dans SFDC en suivant les principes de prévision Cerner les comptes à risque et les contrats venant à échéance, et prévoir l’attrition Planification du territoire Prioriser la liste des comptes et des comptes potentiels à travailler à court et à long terme afin d’atteindre les objectifs de vente fixés Fournir des prévisions exactes Peut se concentrer sur un secteur vertical ou sous-vertical particulier au sein d’un secteur attribué Prospection Se coordonner avec l’équipe de développement des occasions afin d’élaborer une stratégie de classification des pistes et occasions de vente Poursuivre les comptes potentiels à forte propension, saisir le plus d’occasions possible; présenter l’argumentaire principalement auprès de la haute direction des comptes potentiels; mettre à profit les contacts et les partenaires sectoriels Prospecter activement la base de comptes afin de vendre la plateforme mondiale et réaliser des exportations à l’extérieur du pays Utiliser les outils disponibles pour prospecter et tirer parti des plans stratégiques en matière de comptes Négociation Diriger l’offre commerciale et les négociations contractuelles en mettant à profit les ressources internes au besoin afin d’obtenir les meilleures conditions commerciales possibles Comprendre les leviers commerciaux et résoudre les éventuels problèmes afin de formuler des recommandations initiales de structure contractuelle Collaborer avec la direction des ventes à la présentation effectuée lors de la revue régionale des contrats Mentorat et direction Encadrer les responsables des comptes et d’autres professionnels des ventes; diriger des projets spéciaux, fournir des conseils à l’équipe sur les nouveaux produits, processus et pratiques exemplaires Qualifications Plusieurs années d’expérience éprouvées un atout Baccalauréat requis 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. We use artificial intelligence in our hiring process. Learn more here. This posting is for a backfill position, meaning it is to fill an existing vacancy within our organization. Equal Employment Opportunity: 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. (US Applicants) Please click here to see the “Know Your Rights: Workplace Discrimination is Illegal” poster and supplement. Please click here to see our EEO Policy Statement. Please click here to see our Pay Transparency Policy Statement. Equinix participates in E-Verify. U.S. Citizenship and Immigration Services (USCIS) is the government agency that oversees lawful immigration to the United States. E-Verify is an Internet-based system that compares information from an employee's Form I-9, Employment Eligibility Verification, to data from U.S. Department of Homeland Security and Social Security Administration records to confirm employment eligibility. To learn more about the E-Verify program, please visit E-Verify. www.equinix.com/company/legal/careers-verify-participation/ www.equinix.com/company/legal/osc-right-to-work/ Accessibility and Accommodations: 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 maintains a list of preferred recruiting agencies. If your company is not on our list, please do not contact us regarding our postings. Please also refrain from making contact with anyone outside of the company HR department. Privacy and Terms: We keep the information that you have provided us for the purpose of sending you career information you are likely to be interested in. By submitting your application you confirm that you agree to this purpose and our privacy & terms. You can unsubscribe at any time should you wish to stop receiving information from us.

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