Client Executive, Hyperscale Cloud Service Provider

Equinix•Seattle, WA

25d

About The Position

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. A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future. A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You’ll work across teams, influence key decisions, and help shape the path forward. You’ll find belonging, purpose, and a team that welcomes you—because when you feel valued, you’re empowered to do your best work. Job Summary Responsible for leading Equinix’s relationship with strategic accounts that will include regional/global customer contacts. Works within a matrixed sales team environment to set regional/global strategy, achieve/surpass established sales goals, and address customer needs. May be a team leader and provide professional leadership and coordination for team on a single, key account. Accounts are highly strategic, and have complex requirements. Responsible for significant key partner relationship management and development. Responsible for the master strategy for accounts and ensures the strategy is executed.

Requirements

10+ years experience preferred
Bachelor's degree preferred

Responsibilities

Build Customer Relationships Represents Equinix with Customer C-level
Develops and maintains relationships with regional/global customer executive stakeholders to drive global bookings/revenue growth in assigned accounts
Builds deep network of contacts and knowledge of assigned strategic accounts
Manages the engagement with the customer as a strategic alliance relationship
Develops best practices to strengthen customer relationship
Engages Equinix Executives in the account Leverage Internal Partners & Channel
Develops and manages successful partnerships with internal organizations to support the global strategic customer relationship and complex projects
Marshalls resources including Solutions Architects, Sales Engineering, Contracts, Billing, FP&A, Product Marketing and Business development at the global level
Easily manages across all levels of Equinix senior management level for benefit of the customer
Develops and leverages network of contacts within partner organizations to support the long term strategy
Delivers a long-term global account plan to senior executives on a semi-annual basis and manages implementation of the account strategy globally
Coaches other GAM team members supporting them Account Strategy/Planning
Sets long term vision for account. Inspires global cross functional team to develop creative solutions for customer and is able to implement complex initiatives
Develops global strategic account plan from regional inputs and facilitates decision making of complex trade off between regional and global priorities
Manages account activity relative to quarterly and fiscal year plan, creates executive reports
Drives coordinated selling approach and account planning with global counterparts and continually communicates global account strategy to internal partners and stakeholders in the region/globally
Thinks holistically and strategically about the business, driving "go to market" activities as well as "sell to" and considering all touch points across the customer experience Solution Selling
Synthesizes customer’s business needs, challenges, and technical requirements from regions and recommends Equinix solutions
If applicable, sells business value of Equinix "sell with" activities to global customer extending value of Equinix platform
Demonstrates superior leadership of account as viewed by key stakeholders including C-level executives
Leads compelling C-level executive selling approach, leveraging the global account strategy and key stakeholders
Sells Equinix as a strategic partner and incorporates the full suite of Equinix offerings including global footprint
Leverages external partners to drive solution development in new areas/prospects Contract Management/Renewals
Develops detailed understanding of commercial terms and problem solves regional/global implications, making decisions on more complex issues to drive deal alignment and with long term strategy
Proactively addresses high churn risk customers, leveraging internal resources and external partners to resolve issues
Drives customer contract renewals and negotiations to protect revenue
Develops, defines, and implements global channel/reseller relationships with targeted accounts Pipeline Management
Monitors and updates on pipeline and forecast status (‘Five to Forecast’) of each account/opportunity for current and future quarters
Manages prioritization of opportunities for short- and long-term pursuits to achieve regional/global objectives
Analyzes trends across the account and develops plans to minimize and forecast churn Negotiation
Manages complex commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
Understands commercial levers and problem solves to make recommendations on deal structure; overcomes objections and engages at most senior levels in account
Partners with sales leadership to present at regional/global deal review
Engages and influences Executive leadership in strategic negotiations

Benefits

Employee Assistance Program: An Employee Assistance program is available to all employees.
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.

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