Senior Account Executive 2

Equinix•Redwood City, CA

3d•$340,000 - $511,000•Onsite

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. 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.

Requirements

10+ years experience preferred
Bachelor's Degree required

Responsibilities

Build Customer Relationships: Plans, 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.
Leads Executive Briefings.
Leverage Internal & External Partners: Leads and drives a coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliance, etc.).
Collaborates with the global sales team to sell the global Equinix platform.
Demonstrates consistent cross-region exports.
Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts.
Account Planning: Researches and documents a detailed understanding of the customer's business and organizational landscape.
Drives strategic, global, multi-line of business global account plans with Equinix's top customers globally.
Drives coordinated selling approach and account planning with global counterparts.
Solution Selling: Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs.
Leads delivery of expert, compelling pitches, leveraging SE/SAs where appropriate; customizes pitch to customer and persona.
Proven proficiency of Equinix product set and solutions.
Sells the full suite of Equinix offerings to include global footprint and achieves exports.
Leverages external partners to drive solution development in new areas/prospects.
Contract Renewals: 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, and Equinix exposure.
Pipeline Management: Actively monitors and maintains the status of opportunities in SFDC, following the principles of forecasting.
Identify at-risk accounts, expiring contracts, and forecasts churn.
Territory Planning: Prioritizes a list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives.
Provides accurate forecasts.
May focus on a particular vertical or sub-vertical within a dedicated sector.
Prospecting: Coordinates with the Opportunity Development Team to strategize lead & sales opportunity qualification.
Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; leveraging industry contacts and partners.
Actively prospects the account base to sell the global platform and achieves outside of country.
Utilizes available tools to prospect and leverage account strategy plans.
Negotiation: Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain the best commercial terms possible.
Understands commercial levers and problem-solves to make initial recommendations on deal structure; overcomes objections and positions and engages at senior levels in the account.
Partners with sales leadership to present at regional deal review.
Mentorship/Lead: Mentors Account Executives or other sales professionals; leads special projects, provides guidance to the team on new products/processes/best practices.