苏州招聘

Summary:
Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on larger domestic and global accounts. Facilitate strategic account planning, leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.
Responsibilities

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

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

Job Requirements
Education and Experience:
? Degree in relevant discipline
? 8- 10 years of professional selling experience in Multinational Service Provider Company/ Financial Industry
? Experience with IT or cloud service provider business. Experience working for a finance Industry sales in Chinese Internet /cloud service provider would be ideal
? Experience with SFDC is an advantage
Knowledge, Skills, and Abilities
? Strong interpersonal and excellent English and Chinese language written communication skills (both verbal and written) at all audience levels, including C-level, executive, technical and line of business heads
? Strong people management and sales management
? Strong consulting selling and negotiation skills and ability to shorten sales cycle
? Strong executive selling skills as well as a demonstrated success in establishing and developing client relationships
? Flexible, innovative and able to respond appropriately in a fast-paced, time-critical environment
? Strong analytical skills, understands complex issues, quickly absorbs information, excels in conceptual and creative problem solving
? Proven presentation skills, personal impact and charisma to lead meetings and presentations
? Ability to travel internationally as required to visit teams in US HQ and APAC

Equinix, Inc.（纳斯达克代码： EQIX）在互连程度最高的数据中心内将全球领先的公司与他们的客户、 员工和合作伙伴连接在一起。在遍及五大洲的 40 个市场中， Equinix 汇聚了众多旨在拓展新机遇并加快各自业务、 IT 和云策略发展的公司。

EQUINIX 汇聚了超过 1,400 个网络以及超过 2,500家云和 IT 服务提供商, 包括 Amazon Web Services、Microsoft Azure、 Google Cloud Platform、 IBMSoftLayer、 Oracle Cloud 和 Cisco。这为客户提供了时下业内最多的选择，确保在未来接入他们所需人才、服务、数据和场所的灵活性。

我们已投资 130 亿美元以扩展我们在五大洲、 40 个市场、超过 145 个数据中心的全球平台。这些投资让我们的客户能够将更多的资源用于自身的发展，因为他们扩展所需的基础设施已经设置到位。通过在全球互连最为密集的数据中心内将企业与其客户 、员工和合作伙伴相连，我们将互连放在首位，并以此无缝地重新架构他们的 IT，让他们能够自由地创新 、竞争和发展。我们全球平台上密集而繁荣的商业生态系统的阵列是无与伦比的 ，它使 Equinix 客户能够重塑他们的 IT 并不断发展，满足数字时代的需求。