JOB DESCRIPTION
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
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
- Proven years experience preferred
- Bachelor's Degree required
Salary
Competitive
Monthly based
Location
Kurmin Musa, Kaduna State, Nigeria
Job Overview
Location
Kurmin Musa, Kaduna State, Nigeria