Senior Account Executive (EMS)

Equinix • Chicago, IL

5d

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 The Senior Technical Sales Account Executive for Managed Solutions owns the commercial and technical sales cycle for Equinix Managed Solutions (EMS) opportunities within a defined territory or portfolio of strategic accounts. This role partners closely with solutions architects, product, and operations to position and close EMS deals that align customer objectives with Equinix’s managed private and hybrid cloud capabilities hosted in Equinix data centers. You will lead executive-level conversations with infrastructure, security, and business stakeholders to uncover requirements, shape solution scope, and construct commercially viable proposals that leverage EMS, Equinix core services, and public cloud integrations. You balance strong technical acumen in cloud infrastructure with sales discipline to ensure opportunities are qualified, winnable, and executable within the EMS operating model. This role is ideal for a revenue-focused professional who can connect EMS technical capabilities to business outcomes, navigate complex enterprise sales cycles, and drive growth of Equinix Managed Solutions across a global customer base.

Requirements

• 8+ years in technical B2B sales, account management, or pre-sales roles selling infrastructure, managed services, or cloud solutions to enterprise customers
• Demonstrated success meeting or exceeding annual recurring revenue (ARR) or services sales targets in complex, multi-stakeholder deal cycles
• Hands-on experience selling or supporting solutions based on VMware technologies such as vSphere, vSAN, NSX, and VMware Cloud Foundation (VCF), and the ability to discuss architecture at a high level with technical buyers
• Experience positioning managed private cloud, hybrid cloud, or hosted infrastructure services, including migration, onboarding, and ongoing operations considerations
• Working knowledge of at least one major public cloud platform (AWS, Azure, or GCP) and how to integrate or extend these clouds from Equinix facilities
• Solid understanding of infrastructure fundamentals such as storage systems, disaster recovery architectures, data replication, and capacity/performance trade-offs, sufficient to support credible customer conversations
• Familiarity with automation and infrastructure-as-code concepts (Terraform, Ansible, PowerCLI) and how they improve deployment velocity and consistency in managed environments
• Proven ability to engage and influence infrastructure, security, procurement, and executive stakeholders, tailoring messaging for both technical and business audiences
• Strong troubleshooting and problem-solving mindset applied to deal strategy, customer objections, and internal alignment, supported by excellent written and verbal communication skills
• Bachelor’s degree in Computer Science, Engineering, Business, or related field preferred

Nice To Haves

• Public cloud certifications (AWS, Azure, GCP, OCI) and/or VMware certifications are preferred and help establish credibility with technical buyers

Responsibilities

• Own the EMS new business and expansion pipeline for assigned accounts, from initial discovery through close, ensuring consistent coverage and accurate forecasting
• Lead customer discovery sessions to understand current-state infrastructure, workloads, risk posture, and operational constraints, translating them into EMS solution requirements and business outcomes
• Collaborate with Senior Solutions Architects to design managed private and hybrid cloud architectures based on VMware Cloud Foundation and complementary technologies, aligning technical design with commercial structure and margins
• Position EMS value propositions around performance, security, resiliency, and operational excellence, and clearly articulate how managed services offload complexity versus customer-run environments
• Build and present proposals, TCO analyses, and business cases comparing EMS to alternative options such as public cloud only, on-premises refresh, or competitor managed platforms
• Coordinate internal approval processes, including solution validation, pricing, legal, and risk review, to ensure deals are sellable, scalable, and supportable under the EMS model
• Negotiate commercial terms, including scope, SLAs, and consumption or term-based pricing aligned to customer budget and procurement practices
• Maintain strong relationships with hyperscaler and ecosystem partners (e.g., VMware, storage vendors, networking providers) to support joint opportunities and co-selling motions
• Provide structured feedback to product and operations teams on customer requirements, competitive insights, and feature gaps to influence the EMS roadmap
• Represent EMS in executive briefings, QBRs, and strategic planning sessions with key accounts, positioning Equinix as a long-term infrastructure and managed services partner

Benefits

• Employee Assistance Program: An Employee Assistance program is available to all employees.
• US Benefits: - 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level