Senior Manager, Sales
We are looking for our next Senior Manager, Sales who will communicate the value of Platform Equinix and our business Ecosystems to customer executives, creating business partnerships and synergies with both a focus on sell to and sell through opportunities. As well as this the Senior Manager, Sales will be responsible for leading the sales team to ensure KPI's are being met and the team are developing their skills.
You will be responsible for selling Equinix solutions to new accounts and/or expands existing accounts. A focus will be on larger domestic and global accounts with HQ in the territory. Other key areas will be to facilitate strategic account planning, leading negotiation process, as well as leading extended sales team on complex multi-region / multi-metro sales.
A career at Equinix means constant opportunities to learn new skills and grow in new directions. At Equinix we look for people who are customer service driven and who pride themselves on their technical skills alongside their problem-solving skills and innovative approach.
Equinix is the world's largest data centre and colocation provider and we have recently announced our 60th consecutive quarter of revenue growth. Our three data centres in Stockholm provide a total of 13,000+ square meters of colocation space to over 175+ companies locally and globally. Responsibilities
Territory Planning
Develops and executes against a comprehensive account/territory plan leveraging internal resources (Sales Operations, Marketing, etc.) Holds team accountable to drive territory plans and account plans for key prospects and customers Partners with regional Sales Ops in annual quota setting process to set territory goals Optimizes resources within team
Forecasting & Pipeline Management
Achieves and exceeds assigned sales targets Provides accurate forecasts on regular cadence Ensures operational discipline of team to meet forecast, following the principles of forecasting Sets expectation and regular cadence for pipeline reviews; reporting pipeline status to direct manager
Build Customer Relationships
Plans, builds, and maintains long-term relationships with key accounts Provides coaching on conducting quarterly customer business reviews and executive briefing with key customers Facilitates key customer relationships to ensure timely resolution of escalated customer issues
Leverage Internal & External Partners
Implements strategy and communication plan with external partners at (Reseller, Platform, etc.) Drives a coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) Implements and monitors demand generation programs and campaigns in partnership with Marketing
Solution Selling
Ensures implementation and adoption of solution selling skills (Selling Equinix Value) in daily routines of team Approves solutions and value proposition being laid out for opportunities May have vertical expertise and advise/coach team
People Management & Coaching
Provides leadership and direction to a team of individual contributors for defining and executing on their territory plans Coaches to enhance on-going skills development and selling behaviors Create spirit of collaboration, evangelism, and engagement with sales teams Drives accountability for the performance and results Leads team through changes Owns and manages all escalations to senior leadership for critical matters Ensures team adoption of relevant tools available for more efficient business management Responsible for all hiring decisions and activities, compensation, quarterly conversations, performance counseling, coaching and career development
Requirements
Essential
Business fluent in English and Swedish Proven sales performance and success in hitting targets Experience / ability to operate in an international environment within geographically dispersed team. Experience in selling successfully high value technical products and services in the Enterprise and IT market Ability to identify and develop business opportunities Good interpersonal & negotiation skills Demonstrated success managing large and complex customer relationships Experience maintaining written account plans and conducting executive management reviews Good analytical and presentation skills People management experience
Equinix is the world's largest data centre and colocation provider and we have recently announced our 60th consecutive quarter of revenue growth. Our three data centres in Stockholm provide a total of 13,000+ square meters of colocation space to over 175+ companies locally and globally.