Sr. Account Executive 2, Mid-Market Sales

Equinix • Tampa, FL

2d

About The Position

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 Account Executive sells Equinix solutions to mid-market new accounts and/or expands existing accounts. Acts as Lead or SME resource for more junior members on the Corporate Sales team. Majority of interaction with customer via phone and email. Occasional travel to local accounts.

Requirements

• Typically requires a Bachelor's degree and 5+ years of related experience or equivalent work experience

Responsibilities

• Building Customer Relationships 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 and Leads Executive Briefings on occasion
• Leveraging Internal Partners & Channel 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 Alliances, etc.)
• Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
• Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts
• Account Planning Researches and documents detailed understanding of customer business and organizational landscape on select accounts as needed
• Develops account plans focused on maintaining/growing accounts on occasion
• Drives coordinated selling approach and account planning with global counterparts
• Solution Selling Identifies customer’s business needs, challenges, and technical requirements and recommends to Equinix solutions
• Leads sales pitch delivery, leveraging SEs where appropriate; adapts pitch to customer needs and persona
• Sells full suite of Equinix offerings to include global footprint
• Leverages external partners to drive solution development in new areas/prospects
• Contract Renewals 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
• Pipeline Management Monitors and maintains status of opportunities in SFDC, following the principles of forecasting
• Identifies at risk accounts, expiring contracts and forecast churn
• Territory Planning Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts
• Prospecting Coordinates with Opportunity Development Team on a strategy for lead & sales opportunity qualification
• Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects and leveraging industry contact sand partners
• Prospects account base to sell global platform and exporting outside of country
• Negotiation 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
• Team Lead Provides guidance and subject matter expertise to more junior team members
• Assists with onboarding and training new team members on occasion

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees