Job Summary 

As Account Executive Mid-Market Sales, you will be managing accounts, territories and resources to achieve revenue goals through the sale of Equinix solutions, services and products to existing customers. You’ll do this by managing long-term relationships and expand base of business with existing customers. The Opportunity development team will be your partner in growing your business so close cooperation will be a daily task. 

Another major responsibility will be to work closely with Sales Engineers ensuring customer needs and requirements are met and to guarantee long-term customer satisfaction 

This role reports into the Manager Inside Sales EMEA and will be based in Stockholm. 

Responsibilities 

Building Customer Relationships 

• Builds and maintains relationships with key stakeholders in assigned accounts 

• 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 

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 for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts 

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