Account Executive, Mid-market Sales

3 weeks ago

Vancouver, Canada Equinix Full time

Account Executive, Mid-Market Sales

Equinix is the world’s digital infrastructure company, operating 240+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.

We are a fast-growing global company with 20 years of continuous growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of 10,000+ companies, including 2,100 networks and 3,000+ cloud and IT service providers in 32 countries spanning six continents.

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.

**Job Summary**

**Responsibilities**
Building 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 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/prospects

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/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts

Prospecting
- 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

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
- Assists with onboarding and training new team members on occasion

**Qualifications**
- 3+ years experience preferred
- Bachelor's degree preferred

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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