Field Sales Senior Analyst

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

• Research 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