Who are we?
Equinix is the world’s digital infrastructure company®, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.
A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success.
Job Summary
The Senior Account Executive sells Equinix solutions to mid-market new accounts and/or expands existing accounts. Acts as Lead or SME resource for more junior members on the Corporate Sales team. Occasional travel to local accounts.
Responsibilities
Building Customer Relationships
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 and Leads Executive Briefings on occasion
Leveraging Internal Partners & Channel
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 Alliances, etc.)
Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts
Account Planning
Researches and documents detailed understanding of customer business and organizational landscape on select accounts as needed
Develops account plans focused on maintaining/growing accounts on occasion
Drives coordinated selling approach and account planning with global counterparts
Solution Selling
Identifies customer’s business needs, challenges, and technical requirements and recommends to Equinix solutions
Leads sales pitch delivery, leveraging SEs where appropriate; adapts pitch to customer needs and persona
Sells full suite of Equinix offerings to include global footprint
Leverages external partners to drive solution development in new areas/prospects
Contract Renewals
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
Pipeline Management
Monitors and maintains status of opportunities in SFDC, following the principles of forecasting
Identifies at risk accounts, expiring contracts and forecast churn
Territory Planning
Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts
Prospecting
Coordinates with Opportunity Development Team on a strategy for lead & sales opportunity qualification
Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects and leveraging industry contact sand partners
Prospects account base to sell global platform and exporting outside of country
Negotiation
Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
Understands commercial levers and problem solves to make initial recommendations on deal structure
Team Lead
Provides guidance and subject matter expertise to more junior team members
Assists with onboarding and training new team members on occasion
Qualifications
Bachelor's degree with 8+ years of corporate sales / account management experience in Telecommunications, Network Service Providers, Systems Integration, or IT Infrastructure industry.
Experience in Enterprise & Solution selling experience is highly preferred
Proficiency in Chinese (Mandarin) is a plus
Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.
Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.
