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Senior Account Executive
2 months ago
About Equinix
Equinix is the world's digital infrastructure company, operating over 250 data centers across the globe. We enable 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.
Job Summary
The Senior Account Executive will accelerate Equinix's growth in market share and revenue by acquiring new accounts through direct sales efforts and channel partners. The successful candidate will have a strong hunting mentality, insight selling skills, and technical acumen to succeed in this position.
Responsibilities
- Build Customer Relationships: Plan, build, and maintain relationships with key stakeholders in assigned accounts/prospects, facilitate customer relationships to ensure timely resolution of customer issues, conduct quarterly business reviews with customers to identify and develop new selling opportunities, and lead executive briefings.
- Leverage Internal & External Partners: Lead and drive coordinated sales approach with the extended sales team and external partners, collaborate with global sales team to sell global Equinix platform, demonstrate consistent cross-region exports, and understand business drivers of accounts and leverage strategic alliances and reseller partners to penetrate accounts.
- Account Planning: Research and document detailed understanding of customer business and organizational landscape, develop strategic, global account plans focused on maintaining/growing accounts, and drive strategic, global & multi-line of business global account plans.
- Solution Selling: Identify 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, adapt pitch to customer needs and persona, proven proficiency of Equinix product set and solutions, sell full suite of Equinix offerings to include global footprint and achieves exports, and leverage external partners to drive solution development in new areas/prospects.
- Contract Renewals: Proactively addresses high churn risk customers leveraging internal resources and external partners, facilitate customer contract renewals and negotiations to protect revenue, and leverage 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, and 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 contacts and partners, and actively prospects account base to sell global platform and achieves exports 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, and 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
- 7+ years experience preferred.
- Bachelor's Degree required.
