Senior Account Executive

4 weeks ago

Calgary, Alberta, Canada Equinix Full time

About Equinix

Equinix is the world's digital infrastructure company, operating over 250 data centers across the globe. Our platform 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.

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. This role requires a strong hunting mentality, insight selling skills, and technical acumen to succeed.

Responsibilities

  • 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.
  • Lead Executive Briefings.
  • Leverage internal and external partners to drive coordinated sales approaches.
  • Collaborate with global sales teams to sell the global Equinix platform.
  • Understand business drivers of accounts and leverage strategic alliances and reseller partners to penetrate accounts.
  • Research and document detailed understanding of customer business and organizational landscape.
  • Develop strategic, global account plans focused on maintaining/growing accounts.
  • Identify customer's business needs, challenges, and technical requirements to match to Equinix solutions.
  • Lead 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 achieve exports.
  • Proactively address high churn risk customers leveraging internal resources and external partners.
  • Facilitate customer contract renewals and negotiations to protect revenue.
  • Actively monitor and maintain status of opportunities in SFDC, following the principles of forecasting.
  • Identify at-risk accounts, expiring contracts, and forecasts churn.
  • Prioritize list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives.
  • Provide accurate forecasts.
  • May focus on particular vertical or sub-vertical within a dedicated sector.
  • Coordinate with Opportunity Development Team to strategize lead and sales opportunity qualification.
  • Pursue highest propensity prospects, fill the funnel with opportunities; pitching prospects primarily at C-level; leveraging industry contacts and partners.
  • Lead commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible.
  • Understand commercial levers and problem-solve to make initial recommendations on deal structure.
  • Mentor Account Executives or other sales professionals; lead special projects, provide guidance to team on new products/processes/best practices.

Qualifications

  • 7+ years of experience preferred.
  • Bachelor's Degree required.

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