Sales Director

6 months ago

Jakarta, Indonesia Equinix Full time

**Who are we?**

Equinix is the world’s digital infrastructure company®, operating over 250 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.

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.

Sales Director

**Job Summary**

Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on largest global accounts in region. Facilitate strategic account planning, leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales. Develop and lead the Equinix Field Sales Team in Indonesia.

**Responsibilities**

Business goals
- Achieves personal and team business goals on a monthly, quarterly and annual basis.
- Develops, coaches and lead the Field Sales team to success

Build Customer Relationships
- Plans, builds, and manages 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 a coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Service Providers, Strategic Alliance Partners, etc.)
- Collaborate with the sales teams around the world to sell Platform Equinix globally
- Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts

Account Planning
- Research 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, matching to Equinix solutions in partnership with SEs/SAs
- Leading delivery of pitch, partnering with the Global Technical Sales team
- Sells full suite of Equinix offerings to include global footprint and achieves exports

Contract Renewals
- Proactively addresses churn risk customers using internal resources and external partners
- Facilitates customer contract renewals and negotiations to protect revenue
- Leverages resources to understand customers’ obligations around notice periods, renewal terms, and Equinix’s exposure

Pipeline Management
- Actively supervises and maintains status of opportunities in SFDC, following the principles of forecasting
- Identifies at-risk accounts, expiring contracts and forecasts churn

Territory Planning
- Entrepreneurial approach in penetrating and growing Malaysian metro through thoughtful strategy, planning and execution
- Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
- Provides accurate forecasts using the Equinix CRM and Forecasting tools
- May focus on vertical or sub-vertical within a dedicated sector

Prospecting
- Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
- Activity managers pipeline development and progression through prospecting on a daily basis
- Uses tools to prospect and leverage account strategy plans

Negotiation
- Leads commercial offer and contract negotiations, using internal resources as needed to acquire the 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

**Qualifications**
- 15+ years of direct B2B selling experience that includes having led high performance sales teams
- Minimum Bachelor's Degree required
- Extensive experience selling in the Indonesia market
- Experience of having worked in a global, matrixed sales organization desirable
- Successful history of direct new business sales, with the ability to prove consistent delivery against targets
- Proficient in English and Bahasa Indonesia

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