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
The Senior Account Executive sells Equinix solutions to mid-market new accounts and/or expands existing accounts. This role acts as a Lead or Subject Matter Expert (SME) for more junior members of the Corporate Sales team. Most customer interactions occur via phone and email, with occasional travel to local accounts.
What You'll Be Doing
Building Customer Relationships
- Build and maintain relationships with key stakeholders in assigned accounts/prospects.
- Facilitate customer relationships to ensure the timely resolution of issues.
- Conduct Quarterly Business Reviews and occasionally lead Executive Briefings.
Leveraging Internal Partners & Channel
- Lead a coordinated sales approach with internal teams (Sales Engineers, Solutions Architects, Customer Care, etc.) and external partners (Resellers, Strategic Alliances).
- Use partner networks to map and penetrate accounts.
- Understand business drivers and leverage partnerships to expand reach.
Account Planning
- Research and document the customer's business and organizational landscape.
- Develop account plans to maintain and grow accounts.
- Coordinate account planning with global counterparts.
Solution Selling
- Identify customer needs and recommend Equinix solutions.
- Lead sales pitches, adapting to customer needs and personas.
- Sell the full suite of Equinix offerings, including a global footprint.
- Use external partners to develop solutions for new areas/prospects.
Contract Renewals
- Address high churn risk customers using internal and external resources.
- Facilitate contract renewals and negotiations to protect revenue.
- Understand contractual obligations and renewal terms.
Pipeline Management
- Monitor and maintain opportunity status in Salesforce (SFDC).
- Identify at-risk accounts and forecast churn.
Territory Planning
- Prioritize accounts/prospects to meet sales objectives and provide accurate forecasts.
Prospecting
- Coordinate with the Opportunity Development Team for lead qualification.
- Pursue high-propensity prospects and fill the sales funnel.
- Prospect account base to promote global platform expansion.
Negotiation
- Lead commercial offers and contract negotiations.
- Understand commercial levers and recommend deal structures.
Team Lead
- Provide guidance and expertise to junior team members.
- Assist with onboarding and training new team members.
What We'll Expect From You
- Proven ability to build and manage customer relationships.
- Strong collaboration skills with internal teams and external partners.
- Strategic thinking in account planning and territory management.
- Expertise in solution selling and contract negotiation.
- Bachelor's degree
- Strong experience in the related field
- English skills for conversational meetings
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.