Senior Account Executive

Equinix

19h

About The Position

The Senior Account Executive’s goal is to accelerate Equinix’s growth in market share and revenue by executing the Sales strategy within an assigned region. The Senior Account Executive will be responsible for protecting and growing revenue in assigned accounts. They will be working cross-functionally to drive a very high level of customer satisfaction in mature accounts.

Requirements

10+ years experience preferred
Bachelor's Degree required

Responsibilities

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
Leads and drives 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 global sales team to sell global Equinix platform
Demonstrates consistent cross region exports
Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts
Researches and documents detailed understanding of customer business and organizational landscape
Develops strategic, global account plans focused on maintaining/growing accounts
Drives strategic, global & multi-line of business global account plans
Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
Leading delivery of pitch, leveraging SE/SAs where appropriate adapts pitch to customer needs and persona
Sells full suite of Equinix offerings to include global footprint and achieves exports
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 pitching prospects primarily at C-level leveraging industry contact sand partners
Actively prospects account base to sell global platform and achieves exports outside of country
Utilizes available tools to prospect and leverage account strategy plans
Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
Understands commercial levers and problem solves to make initial recommendations on deal structure
Partners with sales leadership to present at regional deal review
Mentors Account Executives or other sales professionals leads special projects provides guidance to team on new products/processes/best practices