Global Accounts Manager
Equinix
Singapore
4d ago

Who are we?

As the world’s largest data center company, Equinix brings global leaders the power of interconnection : the ability to connect in many ways to the many customers, partners and geographies they need to accelerate business performance and craft new opportunities.

Equinix is a platform for innovation, growth and leadership.

We facilitate more than 188,000 connections among our 6,000+ customers, making us the leading global interconnection platform.

We are passionate about further evolving the specific areas of software development, software and network architecture, network operations, and complex cloud and application solutions.

The Role

You are responsible to sell Equinix solutions to Global Accounts assigned within territory / region, maintaining and expanding accounts to meet global account plans and strategies.

The focus is on strategic accounts or a broader range of global accounts in the region.

Responsibilities

Build Customer Relationships

  • Plans, builds, and maintains relationships with regional customer stakeholders to drive global bookings / revenue growth in assigned accounts
  • Conducts quarterly business reviews with customers to identify and develop new selling opportunities
  • Acts as primary point of contact in addressing day-to-day customer needs
  • Engages Equinix Leadership in the Account
  • Leverage Internal Partners & Channel

  • Manages the sales approach with the extended sales team (Global Account Manager, Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Marketing, Sales Operations, etc.
  • and external partners (Channel, Alliances, etc.) at regional level

  • Resolves complex and diverse customer issues
  • Facilitates customer relationships to ensure timely resolution of customer issues
  • Account Strategy / Planning

  • Develops detailed strategic regional account plans that support the global account strategy
  • Researches and documents detailed understanding of customer business and organizational landscape at regional level, making recommendations on long term strategy for account
  • Communicates global account strategy to internal partners and stakeholders in the region / globally
  • Solution Selling

  • Identifies customer’s business needs, challenges, and technical requirements and recommends Equinix solutions with knowledge of how it aligns to the global account plan
  • Prepares commercial and technical service proposals, working closely with Equinix Solution Architects and Sales Engineers and sales counterparts around the world
  • Ensures proposals are technically and commercially sound
  • Sells full suite of Equinix products, as well as complexity of global footprint
  • Leverages external partners to drive solution development in new areas / prospects
  • Contract Management / Renewals

  • Develops detailed understanding of commercial terms and regional / global implications and contributes to analysis of trade offs on more diverse deals
  • Proactively addresses high churn risk customers or locations, leveraging internal resources and external partners to resolve issues
  • Drives customer contract renewals and negotiations to protect revenue
  • Pipeline Management

  • Monitors and provides updates on pipeline and forecast status ( Five to Forecast’) of each account / opportunity for current and future quarters
  • Prioritizes opportunities for short- and long-term pursuit to achieve assigned sales objectives
  • Identifies at-risk opportunities or expiring contracts and forecasts churn, develops mitigation plans
  • Negotiation

  • Leads complex commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
  • Partners with sales leadership to present at regional / global deal review
  • Requirements

  • 7+ years experience, Bachelor's degree preferred
  • Experience with CSP’s , network and / or system integrators selling complex solutions including hyperscale.
  • Strong Business Acumen to qualify good business for Equinix
  • Excellent Negotiation Skills
  • International management experience across APAC
  • Are you interested? We are interested in learning more about you.

    You can also check out our YouTube page to find out more about us :

    This Job Description is not intended to be all-inclusive. The employee may perform other related duties to meet the ongoing organisational needs.

    Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, colour, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.

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