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.
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Job Summary
As Account Executive Mid-Market Sales, you will be managing accounts, territories and resources to achieve revenue goals through the sale of Equinix solutions, services and products to existing customers. You'll do this by managing long-term relationships and expand base of business with existing customers. The Opportunity development team will be your partner in growing your business so close cooperation will be a daily task.
Another major responsibility will be to work closely with Sales Engineers ensuring customer needs and requirements are met and to guarantee long-term customer satisfaction
This role reports into the Manager Inside Sales EMEA and will be based in Stockholm.
Responsibilities
Building Customer Relationships
- Builds and maintains relationships with key stakeholders in assigned accounts
- 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
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 for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts
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
- Typically requires a Bachelor's degree and proven years of related experience or equivalent work experience
- Native Swedish and Fluent English
What we offer
The opportunity to leave your mark in a company that is growing quickly and still manages to keep a pioneer spirit. And of course a competitive salary and great secondary benefits like a defined contribution pension plan, a collective health care plan, annual bonus scheme, 25 days of annual paid leave.
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.