Account Executive - Chennai - Equinix - 0 to 4
- Equinix
- 0 - 4 years
- Chennai
- 2 months ago
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Job Description
- 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 Leverage Internal & External Partners
- Coordinates 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.) Demonstrates consistent intra-region selling and occasional cross region exports
- Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts Account Planning
- Researches and documents detailed understanding of customer business and organizational landscape on select accounts
- Develops account plans focused on maintaining/growing accounts Solution Selling
- Identifies customer s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
- Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs
- Proven proficiency of Equinix product set and solutions
- Sells full suite of Equinix offerings to include global footprint
- 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; cold calling prospects and building industry contacts Negotiation
- Facilitates commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
- Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure Mentorship/Lead
- Open to guidance from leadership and more senior Account Executives Qualifications 5+ years experience preferred
Bachelors Degree required
Job Classification
Industry: InternetFunctional Area: Internet
Role Category: Treasury
Role: Treasury Executive
Employement Type: Full time
Contact Details:
Company: EquinixLocation(s): Chennai
Keyskills: Cold calling SAS Sales operations Solution selling Accounts Executive Pipeline management Forecasting Sales management Solution Architect Account planning
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Equinix
Equinix (Nasdaq: EQIX) is the worlds digital infrastructure company, enabling digital leaders to harness a trusted platform to bring together and interconnect the foundational infrastructure that powers their success. Equinix enables todays businesses to access all the right places, partners and pos...
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