Who we are:
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.
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.
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
· 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
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
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
Monitors and maintains status of opportunities in SFDC, following the principles of forecasting
Identifies at risk accounts, expiring contracts and forecast churn
· Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts
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
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
Provides guidance and subject matter expertise to more junior team members
Assists with onboarding and training new team members on occasion
Bachelor's degree and 5+ years of related experience or equivalent work experience.
Japanese and English language skill at business level.
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