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Digital Sales Expert

2 months ago

Hong Kong, Central and Western District, Hong Kong SAR China Equinix Full time

About Equinix

Equinix is a leading global interconnection and data center company, operating over 250 data centers across the globe. We enable businesses to access and interconnect with a wide range of digital infrastructure, services, and partners to drive business growth and innovation.

Job Summary

The Digital Sales Specialist plays a critical role in driving sales and revenue growth by partnering with Sales Account Executives to sell digital products and services to new and existing customers. This position involves coaching Field Sales on digital and new product offerings, collaborating on strategic account planning for large/global accounts, and utilizing advanced experience to resolve complex issues.

Key Responsibilities

  • Product Solution Expertise
    • Demonstrate in-depth knowledge of all digital products, services, and offerings.
    • Share industry best practices, our digital service product offerings, and their benefits to customers.
    • Support the development of digital expertise and new product growth across the field sales team.
    • Partner with Sales Account Executives to identify customer fit, pitch strategies, personas, use cases, common pain points, potential competitors, and objection handling techniques.
    • Stay updated on leading transformational technology concepts and methodologies.
    • Develop market knowledge of partner solutions, use cases, and product adjacent technologies to share with the extended sales team.
  • Build Customer Relationships
    • Work as a business partner with account teams to develop digital pursuit strategies for larger or more strategic customers and partners.
    • Plan, build, and maintain 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.
    • Provide advice and guidance on complex matters.
  • Territory/Account Planning
    • Collaborate with Sales Account Executives to build and execute customer acquisition strategies to expand digital solutions market share.
    • Coach Account Executives in qualifying and prioritizing digital services opportunities.
    • Develop pursuit strategies for engaging IT leadership and influence key stakeholders.
    • Drive initiatives to increase new digital product sales, senior client meetings, and position the comprehensive product portfolio.
    • Contribute to quarterly business reviews with customers to identify and develop new digital selling opportunities.
    • Collaborate with the extended sales team throughout the customer life cycle, including post-sale account planning and adoption.
  • Product Solution Selling
    • Understand business drivers, challenges, pain points, and how Equinix digital solutions provide business outcomes.
    • Work with Account Executives to identify customers' business needs, challenges, and technical requirements.
    • Lead SME level presentations and deliver compelling pitches.
    • Collaborate with Solutions Architects to design digital solutions that drive customer outcomes.
    • Define value metrics and deliver value assessments within prospects/customers.
    • Engage and influence key decision-makers within the client base.
    • Facilitate necessary resources to support the sales cycle, such as Solution Architects, Technical Account Managers, Product, Customer Success, and Marketing.
  • Pipeline Management
    • Provide product-specific forecasting and opportunity status to Digital Sales Management.
    • Consult with the extended sales team on revenue growth strategies.
    • Work with Marketing, Channel, and Business Development to support campaign creation and pipeline generation.
    • Implement and track metrics for recording the success and quality of sellers in your territory.
    • Use metrics to guide your work and uncover hidden areas of opportunity.
    • Partner with Account Executives to identify at-risk accounts and explore how digital products or services can increase renewal chances.
    • Determine methods and procedures for new assignments.
  • Negotiation
    • Drive quoting, negotiating, and closing digital services sales in a global solution selling environment.
    • Support Account Executives with digital services contracts and serve as a liaison to the legal team.
    • Understand commercial levers and problem-solve to make initial recommendations on deal structure.
  • Mentorship/Leadership
    • Mentor Account Executives or other sales professionals.
    • Lead special projects and provide guidance to the team on new products, processes, and best practices.