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Job Summary

The 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 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. They will work in partnership with the Sales team in the region and will carry a quota.

Responsibilities

• Builds and maintains customer relationships with key stakeholders in assigned accounts/prospects

• You facilitate customer relationships to ensure timely resolution of customer issues

• Conducts quarterly business reviews with customers to identify and develop new selling opportunities

• You coordinate 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.)

• Collaborates in country to sell global Equinix platform, occasionally selling with peers outside their territory.

• Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts

• You research and document detailed understanding of customer business and organizational landscape on select accounts

• Develops account plans focused on maintaining/growing accounts

• Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions and partnering with SEs/SAs

• You deliver pitch on Equinix product set and solutions, collaborating with SE/SAs

• You have an understanding of Equinix product set

• Sells full suite of Equinix offerings to include global footprint

• Leverages external partners to drive solution development in new areas/prospects

• Proactively addresses high churn risk customers leveraging internal resources and external partners

• You facilitate 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 pipeline management

• You identify at risk accounts, expiring contracts and forecasts churn

• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives within your territory

• You provide 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; cold calling prospects and building industry contacts

• You facilitate the commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible

• Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure

• You are open to mentorship from leadership and more senior Account Executives

Qualifications

• 3+ years experience preferred

• Minimum 5-7 years of experience in an account management role

• Proven ability in planning and executing account strategies

• Proficient at maintaining effective long-term business relationships with key decision makers

• Proficiency in negotiating agreements, strong negotiation skills a must

• Ability to successfully prioritize and manage pipeline of accounts

• Bachelor's Degree required

The United States targeted pay range for this position in the following location is / locations are:

• California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $274,000 to $408,000 per year

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.

This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.

The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.

As an employee, you become important to Equinix’s success. Details about our company benefits can be found at the following link:

USA Benefits eBook

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.