Senior Sales Manager (B2B)

As the Senior Sales Manager, you will be the pioneer of the new business in Indonesia and will be an independent sales personnel. You will be defining the overall strategy with a view of the competitive Indonesian landscape, and will be working independently, proactively and with entrepreneurial mentality.

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

• Leads Executive Briefings

Leverage Internal & External Partner

• Demonstrates consistent cross region exports
• Collaborates with global sales team to sell global Equinix platform
• 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.)
• Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate account

Account Planning

• Drives strategic, global & multi-line of business global account plans
• Develops strategic, global account plans focused on maintaining/growing accounts
• Researches and documents detailed understanding of customer business and organizational landscape

Solution Selling

• Sells full suite of Equinix offerings to include global footprint and achieves exports
• Leading delivery of pitch, using SE/SAs where appropriate; adapts pitch to customer needs and persona
• Proven proficiency of Equinix product set and solutions
• Uses external partners to drive solution development in new areas/prospects
• Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs

Contract Renewals

• Facilitates customer contract renewals and negotiations to protect revenue
• Proactively addresses high churn risk customers using internal resources and external partners
• Leverages internal resources to understand customers’ contractual obligations around notice periods, renewal terms and Equinix’s exposure

Pipeline Management

• Identifies at risk accounts, expiring contracts and forecasts churn
• Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting

Territory Planning

• May focus on particular vertical or sub-vertical within a dedicated sector
• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
• Provides accurate forecasts

Prospecting

• Actively prospects account base to sell global platform and achieves exports outside of country
• Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at Clevel; using industry contact sand partners
• Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
• Utilizes tools to prospect and leverage account strategy plans

Negotiation

• Understands commercial levers and problem solves to make initial recommendations on deal structure
• Leads commercial offer and contract negotiations, using internal resources as needed to obtain the best commercial terms possible
• Partners with sales leadership to present at regional deal review

Mentorship/Lead

• Mentors Account Executives or sales professionals; leads projects, provides mentorship to team on products/processes/best practice

Qualifications

• Candidate must have extensive experience selling in the Indonesia market,
• 10+ years of direct B2B selling experience
• Fluent in English and Bahasa Indonesia
• Bachelor's Degree required
• Successful history of direct new business sales, with the ability to prove consistent delivery against targets