Digital Sales Specialist

4 weeks ago

Gatineau, Canada Equinix Full time

Digital Sales Specialist
Equinix is the world’s digital infrastructure company, operating 245+ 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. With Equinix Metal, customers can rapidly deploy automated single-tenant infrastructure and interact with 2,000+ networks and 3,000 cloud and service providers. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.

At Equinix, we help the world’s digital leaders scale with agility, speed the launch of digital services, deliver world-class experiences, and transform people’s lives. Our culture is based on collaboration and the growth and development of our teams.

We hire hardworking people who thrive on solving challenging problems and give them opportunities to hone new skills, and try new approaches, as we grow our product portfolio with new software and network architecture solutions. 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.

**Responsibilities**

Digital Solution Selling
- Meet or exceed Monthly, Quarterly and Annual sales objective
- Generate incremental revenue opportunities by working individually and with the Field Account Executives in the

Region
- Manage the full life cycle of the sales process (including daily pipeline) from prospecting and qualifying to closure
- Work closely with Solutions Architects to perform presales feasibility assessments to ensure that digital solutions meet the customer requirements
- Define value metrics within the prospects/customers to deliver value-based business outcomes
- Engage and influence key decision makers within client base including C suite and Line of Business digital buyers
- Facilitate resources necessary to further sales cycle such as Solution Architects, Technical Account Managers, Product, Customer Success, and Marketing
- Manage the development of Channels on the Territory and leverage the Partner Organization to attract and develop new channels (Hyperscalers, ISV’s, GSI’s, and Resellers)
- Ensure maximum penetration on the Territory by always maintaining a 4x pipeline
- Attend trade shows or conferences as needed and travel as necessary, 50% plus

Digital Solution Expertise
- Be a digital product and services expert. Sharing your knowledge of industry best practices, our digital service product offerings, competition and market conditions, and their benefits to customers
- Support building digital expertise and new products growth across field sales
- Partner with Sales Account Executives on digital customer fit, pitch, personas, uses cases, common pain points, potential competitors, and how to handle objections
- Actively maintain and grow your expertise in leading transformational technology concepts and methodologies

Build Customer Relationships
- Work as a business partner with account teams to develop digital pursuit strategies with customers and partners
- Build relationships with key stakeholders in assigned accounts, prospects, and partners
- Contribute to quarterly business reviews with customers to identify and develop new digital selling opportunities

Territory and Account Planning
- Drive digital prospecting and account growth within existing accounts or new logos with Sales Account Executive
- Partner with Account Executives to identify, qualify, prioritize, and execute digital services strategies for short and long-term pursuit to achieve assigned sales objective
- Analyze customer data and make recommendations on how to maximize the digital services solutions within assigned territory or account segmentation

Pipeline Management
- Prioritize list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
- Provide timely and accurate information to management such as forecasting and opportunity status
- Work with Marketing, Channel and Business Development to support the creation and running of campaigns to generate additional pipeline

**Qualifications**
- Validated 5-10 years of enterprise sales experience preferably within B2B, Enterprise Software, Cloud Computing, or Infrastructure-as-a-Service (IaaS)
- Positive sales professional with high energy and “Hunter” sales approach with a history of achieving sales objectives
- Ability to clearly articulate our end-to-end value proposition to C level and Line of Business executives.
- Established contacts with potential customers
- Proven background in consultative selling and design thinking
- Strong technical aptitude to understand the challenges a prospect is facing and to translate those to business outcomes Equinix can deliver
- Ability to progress and close complex opportunitie

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