Account Executive

Equinix•New York, NY

About The Position

Accelerate Equinix’s growth in market share and revenue by penetrating new accounts and working cross-functionally to expand and grow existing accounts. Protect/expand revenue in assigned accounts and work cross-functionally to drive high customer satisfaction. Develop new accounts by working cross-functionally with specific emphasis in the enterprise space.

Requirements

Understanding of Equinix product set

Responsibilities

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.
Coordinates 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.).
Collaborates in country to sell global Equinix platform, occasionally selling with peers outside their territory.
Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts.
Researches and documents detailed understanding of customer business and organizational landscape on select accounts.
Develops account plans focused on maintaining/growing accounts.
Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs.
Delivers pitch on Equinix product set and solutions, in partnership with SE/SAs.
Sells full suite of Equinix offerings to include global footprint.
Leverages external partners to drive solution development in new areas/prospects.
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.
Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting.
Identifies at risk accounts, expiring contracts and forecasts churn.
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.
Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification.
Pursues highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts.
Facilitates the commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible.
Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure.
Open to guidance from leadership and more senior Account Executives.