Senior Account Executive 2

Employment Type

: Full-Time

Industry

: Sales



Equinix is one of the fastest growing data center companies, growing connectivity between clients worldwide. That’s why we're always looking for creative and forward thinking people who can help us achieve our goal of global interconnection. With 200 data centers in over 24 countries spanning across 5 continents, we are home to the Cloud, supporting over 1000 Cloud and IT services companies that are directly engaged in technological innovation and development. We are passionate about further evolving the specific areas of software development, software and network architecture, network operations and complex cloud and application solutions. 

At Equinix, we make the internet work faster, better, and more reliably. We hire talented people who thrive on solving hard problems and give them opportunities to hone new skills, try new approaches, and grow in new directions. Our culture is at the heart of our success and it’s our authentic, humble, gritty people who build The Magic of Equinix. We share a real passion for winning and put the customer at the center of everything we do.

Job Summary: Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on largest global accounts in region. Facilitate strategic account planning, leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.

Does being at the epicenter of IT transformation excite you? The chance to create a career where you enable clients to transform their business? If so, a EPS sales role is your career choice. Equinix was built for this transformation. Our Ecosystem and Interconnection strategy is the crossroads of a cloud success strategy, crafting Fast IT while enabling agile Enterprise businesses. These customers need solutions and this role is pivotal in crafting those solutions. Envision providing thought leadership through solution creation for customers to realize business goals and objectives, bridging network, data center and Cloud/IT infrastructure teams as a trusted advisor, demonstrating business value Equinix Platform solutions; are just a few of the ways this exciting role engages. The Equinix culture, it’s second to none and easily summed up as “Excellent Opportunity + Excellent People = Extraordinary Place”. A place where you can find a better way, serve others, speak up, step up and be an energy supplier all while keeping the customer front and center is everything we do.

If this list looks like it was written for you, below are the responsibilities and qualifications, go ahead and apply today and join our Equinix family.

Responsibilities

  • Plans, builds, and maintains relationships with key partners 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
  • 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.)
  • Collaborates with global sales team to sell global Equinix platform
  • Demonstrates consistent cross region exports
  • Understands business drivers of accounts and uses strategic alliances and reseller partners to penetrate accounts
  • Researches and documents detailed understanding of customer business and interpersonal landscape
  • Develops strategic, global account plans focused on maintaining/growing accounts
  • Drives strategic, global & multi-line of business global account plans
  • Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
  • Leading delivery of pitch, using SE/SAs where appropriate; adapts pitch to customer needs and persona
  • Confirmed proficiency of Equinix product set and solutions
  • Sells full suite of Equinix offerings to include global footprint and achieves exports
  • Bring to bears external partners to drive solution development in new areas/prospects
  • Dedicatedly addresses high churn risk customers using internal resources and external partners
  • Facilitates customer contract renewals and negotiations to protect revenue
  • Uses internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure
  • Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
  • Identifies at risk accounts, expiring contracts and forecasts churn
  • Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
  • Provides accurate forecasts
  • May focus on particular vertical or sub-vertical within a dedicated sector
  • Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
  • Pursues the highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; using industry contact sand partners
  • Actively prospects account base to sell global platform and achieves exports outside of country
  • Utilizes available tools to prospect and bring to bear account strategy plans
  • Leads commercial offer and contract negotiations, using internal resources as needed to obtain the best commercial terms possible
  • Understands commercial levers and problem solves to make initial recommendations on deal structure
  • Partners with sales leadership to present at regional deal review
  • Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices
  • Qualifications

  • 10+ years experience preferred
  • Bachelor's Degree required
  • Equinix is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.

    * The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.

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