Senior Account Executive

We are currently looking for an Senior Account Executive, Paris

Equinix is the world’s digital infrastructure company, operating 200+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.

We are a fast-growing global company with 70+ consecutive quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of nearly 10,000 companies, including 1,800+ networks and 2,900+ cloud and IT service providers in over 26 countries spanning five continents.  

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. 

In this position you will sell Equinix solutions to Strategic Accounts with high potential for growth. Focus on large global accounts.

Responsibilities

Build Customer Relationships
· Plans, 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 with customers to identify and develop new selling opportunities
 

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

Account Planning
· Researches and documents detailed understanding of customer business and organizational landscape on select accounts
· Develops account plans focused on maintaining/growing accounts

· Define customers strategy from a global perspective

· Collaborate with your peer sales from other countries and develop a team strategy

Solution Selling
· Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
· Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs
· Proven proficiency of Equinix product set and solutions
· Sells full suite of Equinix offerings to include global footprint
· 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
· Facilitates customer contract renewals and negotiations to protect revenue
· Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure

· Turn potential churn risks into a solution selling opportunity

Pipeline Management
· Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
· Identifies at risk accounts, expiring contracts and forecasts churn

Territory Planning
· Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
· Provides accurate forecasts
· May focus on particular vertical or sub-vertical within a dedicated sector


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

Who are you?

• Significant experience selling IaaS, PaaS or SaaS products or related consulting services

• Experience with selling with and/or through partners

• Relevant Industry Knowledge of Telcos, System integrators, DC Providers, Hardware suppliers, SW and SaaS

• Established and active CXO level contacts with partners in French

• Understanding of business procedures in Finance, Marketing, Procurement, business planning and contract management

• Fluent in French and English in speaking and writing

• Intercultural understanding and global cooperation ability

• Excellent interpersonal & negotiation skills

• Transparent in Communication, pro-active communication behaviour

• Team player

What we offer

Next to a competitive salary, sales incentive plan and attractive benefits we offer you the opportunity to leave your mark in a company that is growing quickly and still manages to keep a pioneering spirit. Equinix offers a company culture that values commitment, respect and fun at work.

Want to learn more or apply?

Please use the link to our career web page to apply, so we can get back to you as soon as possible.

Check YouTube to discover who we are and what we do and find here a video about our company culture.

We look forward to meeting you!