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Job Summary 

Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on Field Enterprise and Global accounts. 

Responsibilities

Build Customer Relationships 

• Plans, builds, and continuously strengthens relationships with key stakeholders in assigned accounts/prospects 

• Expands relationships with existing accounts to new business units and personas 

• Facilitates customer relationship building across extended account team to ensure timely resolution of customer issues and more diversified touchpoints within accounts 

• Conducts quarterly business reviews with customers to identify and develop new revenue opportunities and maintain high CSAT 

• Cultivates executive positioning between critical client stakeholders and Equinix senior leadership team through EBCs and regular cadence 

Territory and Account Planning 

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

• Researches and documents detailed understanding of customer business and organizational landscape  

• Develops and presents account plans focused on growing account revenue and diversifying Equinix solutions in place 

• Engages extended team on driving new use case development, technical relationships, and executive exposure to further positioning within accounts 

• May focus on particular vertical or sub-vertical within a dedicated sector 

Solution Selling 

• Identifies customer’s business needs, challenges, and technical requirements and ties desired customer business outcomes to relevant Equinix solutions  

• Tailors and delivers pitch in partnership with SE/SAs to meet customer specific business cases 

• Proven proficiency of Equinix value proposition including product set, targeted use cases and ecosystem 

• Sells full suite of Equinix offerings to include global footprint and ecosystem connectivity 

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

Contract Renewals 

• Proactively addresses high churn risk customers leveraging internal resources and external partners to protect revenue stream 

• Facilitates customer contract renewals and negotiations in advance of contract expirations to mitigate churn risk 

• Leverages internal resources to understand customers contractual obligations around notice periods, renewal terms and Equinix exposure 

Pipeline Management 

• Consistently grows pipeline and adds new opportunities to funnel 

• Provides accurate short- and long-term forecasts 

• Actively monitors, maintains and updates status of opportunities in SFDC, following the Equinix principles of forecasting 

• Identifies at risk accounts, expiring contracts and forecasts churn to raise leadership awareness of risk 

Prospecting 

• 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 

Negotiation 

• Facilitates 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 

Leverage Internal & External Partners 

• 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 Alliance, etc.) · Demonstrates consistent intra-region selling and occasional cross region exports 

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

Mentorship/Leadership 

• Open to guidance from leadership and more senior Account Executives 

• Leads extended team under unified sales strategy providing coaching to less tenured support 

• Collaborates across broader region on best practices  

Qualifications

• Larger account experience preferred, payments/financial account experience a plus 

• Hunger to win in pursuit of new business 

• Bachelor's Degree required 

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

• San Francisco, CA / Bay Area: $279,000 to $417,000 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.