Who are we?
Equinix is the world's digital infrastructure company®, operating over 250 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.
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Account Executive
Job Summary
Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on small to mid-size domestic accounts.
Responsibilities
Build 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 with customers to identify and develop new selling opportunities
Leverage Internal & External Partners
- Coordinates 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.)
- Collaborates in country to sell global Equinix platform, occasionally selling with peers outside their territory
- Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
Account Planning
- Researches and documents detailed understanding of customer business and organizational landscape on select accounts
- Develops account plans focused on maintaining/growing accounts
Solution Selling
- Identifies customer's business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
- Delivers pitch on Equinix product set and solutions, in partnership with SE/SAs
- Understanding of Equinix product set • Sells full suite of Equinix offerings to include global footprint
- Leverages external partners to drive solution development in new areas/prospects
Contract Renewals
- Proactively 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
- Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
- Identifies at risk accounts, expiring contracts and forecasts churn
Territory Planning
- 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
Prospecting
- Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
- Pursues highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts
Negotiation
- Facilitates the commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
- Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure
Mentorship/Lead
- Open to guidance from leadership and more senior Account Executives
Qualifications
- 3+ years experience preferred
- Bachelor's Degree required
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.