Sr. Account Executive 2, Mid-Market Sales

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.

• 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

• 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

• 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

• 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

• 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

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

• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts

• 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

• 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

• Provides guidance and subject matter expertise to more junior team members
• Assists with onboarding and training new team members on occasion

• Typically requires a Bachelor's degree and 3+ years of related experience or equivalent work experience