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Job Summary

The Account Executive  for MAJORS sells Equinix solutions to small and mid-market new accounts and/or expands existing accounts. The Majors Accounts Program focuses on a core group of accounts to facilitate a global, strategic sales approach and deliver stronger growth. This structure allows us to better serve these important accounts and ensure our sellers and support team members are working as an integrated team globally. 

Majority of interaction with customer via phone and email. Occasional travel to local accounts.

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

Leveraging Internal Partners & Channel

• Coordinates 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

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

Solution Selling

• Identifies customer’s business needs, challenges, and technical requirements and matches to Equinix solutions in partnership with SEs/SAs
• Delivers pitch on Equinix product set and solutions in partnership with SE/SAs
• 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 proactively
• 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

Negotiation

• Facilitates the commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
• Partners with sales leadership, commercial solutions, and P&L to recommend deal structure

Qualifications

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

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