Skip Navigation or Skip to Content
Conversation, Person, People, Computer Keyboard, Adult, Male, Man, Monitor, Face, Head

Senior Account Executive, Mid-Market Sales

  • JR-151313
  • Híbrido
  • Shanghai
  • Hangzhou
  • Sales
  • Full time

Who are we?

Equinix is the world’s digital infrastructure company®, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals. 

 

A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success. 

Job Summary

The Senior Account Executive sells Equinix solutions to mid-market new accounts and/or expands existing accounts. Acts as Lead or SME resource for more junior members on the Corporate Sales team. 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

  • 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/prospects

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

Prospecting

  • Coordinates with Opportunity Development Team on a strategy for lead & sales opportunity qualification

  • Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects and leveraging industry contact sand partners

  • Prospects account base to sell global platform and exporting outside of country

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

Qualifications

  • Typically requires a Bachelor's degree and 5+ years of related experience or equivalent work experience.

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. 

Presenta ya tu solicitud

Avísame sobre trabajos como este

¿No tú?

Le hemos enviado un código por correo electrónico para verificar su identidad. Por favor revise su carpeta de spam/basura si no recibe el correo electrónico en su bandeja de entrada.

Ahora está siendo redirigido al sitio web de la aplicación.

¿Conoces a alguien que sea perfecto para este trabajo? ¡Díselo desde aquí!

Introduce tus datos 

¿No tú?

Le hemos enviado un código por correo electrónico para verificar su identidad. Por favor revise su carpeta de spam/basura si no recibe el correo electrónico en su bandeja de entrada.

Gracias

Otras personas también han visto

Senior Director, Business Operations Special Projects

Regular 26 - Sr Director Paul Wright Business Analysis and Operations Support JR-151547 Toronto Ontario Canada Toronto Business Operations Support Business Analysis and Operations Support Full time
Who are we? Equinix is the world’s digital infrastructure company®, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software spe...

Network Service Delivery Engineer II

Regular 12 - Intermediate Tolulope Bature Information Technology JR-151800 Port Harcourt Rivers Nigeria Port Harcourt Network Service Delivery Information Technology Full time
Who are we? Equinix is the world’s digital infrastructure company®, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software spe...

Senior Planning Manager

Regular 15 - Scholar Iain McCutcheon Construction IE Exempt JR-151743 Dublin Ireland Dublin Construction Project Management Construction Full time
Who are we? Equinix is the world’s digital infrastructure company®, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software spe...

Manager, Technical Deployment

Regular 23 - Manager Brendan McMahon Operations JR-151704 Sydney New South Wales Australia Sydney Technical Deployment Management Operations Full time
Who are we? Equinix is the world’s digital infrastructure company®, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software spe...

Sr. Account Executive (Rio de Janeiro - Hybrid)

Regular 13 - Specialist Willian Rodrigo Sales Seg a Sexta - Das 09:00 às 18:00 com 1h de Refeição JR-151240 Rio de Janeiro Rio de Janeiro Brazil Rio de Janeiro Mid-Market Sales Sales Full time
Who are we? Equinix is the world’s digital infrastructure company®, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software spe...

Senior Manager, Construction Project Management

Regular 24 - Sr Manager Patrick Wong Construction JR-151665 Jakarta Jawa Barat Indonesia Jakarta Construction Project Management Construction Full time
Who are we? Equinix is the world’s digital infrastructure company®, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software spe...

Presenta ya tu solicitud

Avísame sobre trabajos como este

¿No tú?

Le hemos enviado un código por correo electrónico para verificar su identidad. Por favor revise su carpeta de spam/basura si no recibe el correo electrónico en su bandeja de entrada.

Ahora está siendo redirigido al sitio web de la aplicación.