Senior Account Executive (Digital Sales)

Equinix is the world’s digital infrastructure company, operating 240 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. With Equinix Metal, customers can rapidly deploy automated single-tenant infrastructure and interact with 2,000+ networks and 3,000 cloud and service providers. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.

At Equinix, we help the world’s digital leaders scale with agility, speed the launch of digital services, deliver world-class experiences, and transform people’s lives. Our culture is based on collaboration and the growth and development of our teams.

We hire hardworking people who thrive on solving challenging problems and give them opportunities to hone new skills, and try new approaches, as we grow our product portfolio with new software and network architecture solutions. 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.

Responsibilities

Product Solution Expertise

• Be a digital product and services expert.  Sharing your knowledge of industry best practices, our digital service product offerings, and their benefits to customers

• Support building digital expertise and new products growth across field sales. Partner with Sales Account Executives on digital customer fit, pitch, personas, uses cases, common pain points, potential competitors, and how to handle objections

• Actively maintain and grow your expertise in leading transformational technology concepts and methodologies

Build Customer Relationships

• Work as a business partner with account teams to develop digital pursuit strategies with customers and partners

• Build relationships with key stakeholders in assigned accounts, prospects, and partners

• Contribute to quarterly business reviews with customers to identify and develop new digital selling opportunities

Territory and Account Planning

• Drive digital prospecting and account growth within existing accounts or new logos with Sales Account Executive

• Partner with Account Executives to identify, qualify, prioritize, and execute digital services strategies for short and long-term pursuit to achieve assigned sales objective

• Analyze customer data and make recommendations on how to maximize the digital services solutions within assigned territory or account segmentation

Product Solution Selling

• Work with Account Executives to identify customers’ business needs, challenges and technical requirements and matches to Equinix solutions

• Work closely with Solutions Architects to perform presales feasibility assessments to ensure that digital solutions meet the customer requirements

• Define value metrics within the prospects/customers and deliver value assessments

• Engage and influence key decision makers within client base

• Facilitate resources necessary to further sales cycle such as Solution Architects, Technical Account Managers, Product, Customer Success, Marketing etc

• Meet or exceed Monthly, Quarterly and Annual sales objectives and revenue quota, constantly working towards team, monthly & quarterly KPI metrics such as pipeline build, revenue attainment, digital bookings and opportunities development

Pipeline Management

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

• Provide timely and accurate information to management such as forecasting and opportunity status

• Work with Marketing, Channel and Business Development to support the creation and running of campaigns to generate additional pipeline

Negotiation

• Works with Sales Account Executive to drive quoting, negotiating, and closing of digital services sales

• Support the Account Executive with digital services contracts and serve as a liaison to the legal team.

Qualifications

• Validated enterprise sales and business development experience preferably within the IT/software services, web/application/platform hosting, managed services, SAAS, Cloud computing, or ISP

• Develop and maintain a clear understanding of your prospects’ business needs and how Equinix’s solutions can enable current and future requirement

• Proficient communication and presentation skills (written & verbal)

• Strong technical aptitude to understand the challenges a prospect is facing and to translate those to business outcomes Equinix can deliver

• Ability to progress complex opportunities through a cross-functional sales cycle

• Self-starter, highly results-oriented and motivated to drive the highest possible level of responsiveness and performance; ability to spot potential wins and execute on them quickly and commercially

• Excellent relationship building skills – Ability to build meaningful business relationships with Equinix customers, prospects, and internal colleagues

• Proven track record of success driving adoption of disruptive technologies within enterprise accounts

• The ability to work effectively at all levels within a high-growth, fast-paced environment and get results

• Strong motivational colleague, with outstanding professional presence and eye for business

• Coachable, accountable, driven to learn

• Persistent, dependable and with integrity

• Able to adapt to a constantly changing and growing environment, and share ideas on how to innovate

• Sales force automation, enterprise resource planning or other IT infrastructure management (monitoring and discovery) technologies a definite plus

• Sales specialist/overlay experience a plus

• 5+ years of Cloud sales experience

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you need assistance in applying for an open position, you may send an email to Staffing@equinix.com. Please provide your contact information and let us know how we can assist you.

The targeted pay range for this position in the following location is:

• California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state:  $142,000 to $248,000

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.

SALES ROLES
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.

Company benefits for the U.S. are subject to eligibility requirements and include Medical, TeleMedicine, Dental, Vision, Life and AD&D insurance, 401K, leave of absence and disability benefits, paid time off, holidays, and more.

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you need assistance in applying for an open position, you may send an email to Staffing@equinix.com. Please provide your contact information and let us know how we can assist you.

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.  (Equal Opportunity / AA / Disabled / Veterans Employer (U.S.)).