Senior Account Executive
Who are we?
Equinix is the world’s digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.
Job Summary
The Senior Account Executive’s goal is to accelerate Equinix’s growth in market share and revenue by executing the Sales strategy within an assigned region. The Senior Account Executive will be responsible for protecting and growing revenue in assigned accounts. They will be working cross-functionally to drive a very high level of customer satisfaction in mature accounts.
Responsibilities
Build Customer Relationships
Plans, 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
Leads Executive Briefings
Leverage Internal & External Partners
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 Alliance, etc)
Collaborates with global sales team to sell global Equinix platform
Demonstrates consistent cross region exports
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
Develops strategic, global account plans focused on maintaining/growing accounts
Drives strategic, global & multi-line of business global account plans
Solution Selling
Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
Leading delivery of pitch, leveraging SE/SAs where appropriate adapts pitch to customer needs and persona
Proven proficiency of Equinix product set and solutions
Sells full suite of Equinix offerings to include global footprint and achieves exports
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 pitching prospects primarily at C-level leveraging industry contact sand partners
Actively prospects account base to sell global platform and achieves exports outside of country
Utilizes available tools to prospect and leverage account strategy plans
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
Partners with sales leadership to present at regional deal review
Mentorship/Lead
Mentors Account Executives or other sales professionals leads special projects provides guidance to team on new products/processes/best practices
Qualifications
10+ years experience preferred
Bachelor's Degree required
The targeted pay range for this position in the following location is / locations are:
United States - Other posted locations not specifically listed : 284,000 - 426,000 USD / Annual
Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location.The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
The targeted pay range listed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.
Equinix Benefits
As an employee, you become important to Equinix’s success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure we’re providing you with the best package possible. So, wherever you are in your career and life, you’ll be able to enhance your experience and bring your whole self to work.
Employee Assistance Program: An Employee Assistance program is available to all employees.
US Benefits: - Insurance: You may enroll in health, life, disability and voluntary plans that are designed for you and your eligible family members. - Retirement: You and Equinix may contribute to a retirement plan to help you plan for your financial future. - Paid Time Off (PTO) and Paid Holidays: You will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to change and may be subject to specific plan or program terms.
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.
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This posting is a new position within our organization.