Senior Account Executive (SLED)

Equinix•Redwood City, CA

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 primary responsibility of this role is the acquisition of new State, Local Government, and Education (SLED) customers within the assigned Northwestern territory of the United States (Northern California, Oregon, Washington). This position is primarily a hunter-focused, new logo sales role with a strong emphasis on outbound prospecting, relationship creation, and pipeline generation. While the role includes responsibility for approximately 32 existing accounts, success is measured by the ability to identify, pursue, and close new opportunities across State, Local, and Education organizations. Time Allocation 70% New Acquisition / 30% Account Management

Requirements

7+ years of experience selling into Public Sector / SLED (State, Local Government, Higher Education)
Proven hunter background with experience driving net‑new logo acquisition
Track record of success selling colocation and/or digital infrastructure solutions
Experience with technologies such as Colocation, SD‑WAN, Virtualization, Cloud Service Providers, and Cloud Platforms
Strong experience leveraging channel partners in complex enterprise sales
Proven ability to develop and execute territory and acquisition strategies
Bachelor’s Degree required

Responsibilities

Own and execute a new customer acquisition strategy across SLED territory, including State of CA’s I.T. Organization, California Department of Technology (CDT), all sub-agencies within State of CA, State of Washington and State of Oregon. This also includes all local government and education entities across the region
Target net‑new agencies, institutions, and buying centers within assigned and whitespace accounts
Drive new collocation and digital infrastructure sales within the assigned Equinix territory
Play an integral role in defining account strategies and identifying priority target accounts
Focus on opportunities that originate through outbound prospecting and hunting activities, which then convert into owned territory accounts
Maintain a high level of channel-partner focused growth initiatives and activity, proactive engagement with C-suite including CIO, CFO, procurement and attending industry conferences, trade shows, and regional SLED events.
Pursue highest‑propensity prospects and consistently fill the sales funnel
Pitch primarily to C‑level and senior government stakeholders. Leverage industry relationships, channel partners, and ecosystem connections to create new opportunities
Coordinate with Opportunity Development teams to strategize lead qualification and opportunity advancement
Actively monitor and maintain opportunity status in Salesforce, following best‑practice forecasting principles
Identify at‑risk opportunities, expiring contracts, and churn risks
Provide accurate sales forecasts using Salesforce and Clari
Utilize modern sales tools to drive prospecting, pipeline management, and territory execution, including: Outlook Salesforce (SFDC) Clari LinkedIn Navigator eRepublic / GovTech Navigator AI‑driven tools (e.g., Perplexity) for research, messaging, and productivity
Plan, build, and maintain strong relationships with key stakeholders across SLED organizations
Lead and participate in Executive Briefings
Facilitate customer relationships to ensure timely resolution of issues
Conduct Quarterly Business Reviews (QBRs) to uncover expansion and upsell opportunities
Lead a coordinated sales approach across internal teams (Sales Engineers, Solutions Architects, Customer Care, Commercial Solutions, Sales Operations)
Work closely with resellers, strategic alliance partners, and channel partners to penetrate accounts and scale opportunity creation
Research and document a detailed understanding of customer business environments, organizational structures, and buying dynamics
Develop and execute strategic territory and account plans focused on acquisition and expansion
Prioritize accounts and prospects for short‑ and long-term pursuit
May focus on specific sub‑verticals within the SLED sector
Identify customer business needs, challenges, and technical requirements
Map customer needs to Equinix solutions in partnership with Sales Engineers and Solution Architects
Lead customer presentations and solution pitches, adapting messaging to customer personas
Demonstrate proficiency across the Equinix portfolio, including global platform and interconnection solutions
Leverage external partners for solution development within new prospects and use cases
Proactively address high‑churn‑risk customers using internal and external resources
Facilitate contract renewals and negotiations to protect revenue
Lead commercial discussions, understanding pricing, deal structures, and contractual levers
Partner with sales leadership for regional deal reviews
Mentor Account Executives and other sales professionals as needed
Lead special projects and provide guidance on new products, processes, and best practices

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.
Eligibility requirements apply to some benefits. Benefits are subject to change and may be subject to specific plan or program terms.
Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.
Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.
We use artificial intelligence in our hiring process. Learn more here.
Equal Employment Opportunity: Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy/ childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political/ organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.
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Equinix participates in E-Verify. U.S. Citizenship and Immigration Services (USCIS) is the government agency that oversees lawful immigration to the United States. E-Verify is an Internet-based system that compares information from an employee's Form I-9, Employment Eligibility Verification, to data from U.S. Department of Homeland Security and Social Security Administration records to confirm employment eligibility. To learn more about the E-Verify program, please visit E-Verify. www.equinix.com/company/legal/careers-verify-participation/ www.equinix.com/company/legal/osc-right-to-work/
Accessibility and Accommodations: Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.
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