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.

Job Summary

The role is responsible for driving customer engagement, managing accounts, and delivering tailored technology infrastructure solutions. This position focuses on building strong relationships with customers and partners, developing strategic account plans, and ensuring revenue growth through proactive contract management and solution selling.

Responsibilities

Build Customer Relationships

• Plan, build, and maintain relationships with key stakeholders in assigned accounts and prospects.

• Facilitate customer relationships to ensure timely resolution of issues.

• Conduct quarterly business reviews to identify and develop new selling opportunities.

Leverage Internal & External Partners

• Coordinate sales approach with extended sales teams (Sales Engineers, Solutions Architects, Customer Care, Sales Operations, etc.) and external partners (Resellers, Strategic Alliances).

• Demonstrate consistent intra-region selling and occasional cross-region exports.

• Utilize networks within strategic alliances and reseller partners to map and penetrate accounts.

Account Planning

• Research and document detailed understanding of customer business and organizational landscape.

• Develop account plans focused on maintaining and growing accounts.

Solution Selling

• Identify customer business needs, challenges, and technical requirements to match with company solutions.

• Deliver tailored pitches in partnership with technical teams.

• Maintain proficiency in the full suite of product offerings and global footprint.

• Leverage external partners to drive solution development in new areas and prospects.

Contract Renewals

• Proactively address high churn risk customers using internal and external resources.

• Facilitate contract renewals and negotiations to protect revenue.

• Understand contractual obligations, notice periods, and renewal terms.

Pipeline Management

• Monitor and maintain opportunity status in CRM systems, following forecasting principles.

• Identify at-risk accounts, expiring contracts, and forecast churn.

Territory Planning

• Prioritize accounts and prospects for short- and long-term pursuit to achieve sales objectives.

• Provide accurate forecasts and focus on specific verticals or sectors as needed.

Prospecting

• Collaborate with Opportunity Development teams to strategize lead qualification.

• Pursue high-propensity prospects, cold call, and build industry contacts.

Negotiation

• Facilitate commercial offers and contract negotiations in partnership with Sales Management.

• Understand commercial levers and recommend deal structures with leadership and finance teams.

Mentorship

• Remain open to guidance from leadership and senior Account Executives.

Qualifications

• Bachelor’s Degree required.

• Advanced English proficiency.

• Knowledge of technology infrastructure environments.

• Strong communication, negotiation, and relationship-building skills.

• Ability to work collaboratively with internal teams and external partners.

• Experience in sales or account management within technology or related industries