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Senior Account Manager (Digital Sales)

Job Summary
Partners with Sales Account Executive to sell digital products to existing accounts. Coaches Field Sales on digital and new product offerings.  Partners with Sales Account Executives on strategic account planning for large/global accounts in region.  Uses wide-ranged advanced experience to resolve complex issues.

Responsibilities

• Prospect, qualify and develop a robust sales pipeline within your assigned territory, which consists of existing customers in the US and / or Canada

• Have a minimum of 3x pipeline coverage for every quarter and meet or exceed quarterly linearity goals as set forth in your goal sheet

• Build and close upsell and cross sales opportunities within your customer base to meet revenue objectives

•  Maintain an accurate territory plan including (but not limited to), plant the flag accounts, GTM strategy and execution plan and account plan for every open opportunity

• Communicate the value of Equinix solutions to C-level executives and other senior enterprise decision-makers 

• Conduct discovery and execute on sales process to uncover the needs and expected outcomes of your customers

• Work closely with your Technical Account Managers and peers to maximize revenue growth across your customer base

• Deliver a minimum of three Customer Business Reviews every quarter

• Develop and execute on a strategic plan for your territory to meet monthly, quarterly and annual bookings & revenue objectives 

•  Timely and accurate updating of Salesforce.com customer information, forecasts and pipeline data to ensure the generation of accurate territory and management reports 

Qualifications 

• Bachelors Degree and 8+ years’ experience closing B2B SaaS/Software subscriptions in a highly technical environment as well as experience selling into the DevOps, Fin Ops, Platform Engineering Space

• Highly organized and able to adapt to changing priorities in a fast-paced environment

• Impeccable customer skills: communication, empathy, integrity 

• Proven success in lead generation, prospecting, pipeline generation, pipeline progression, negotiation and closing complex sales cycle

• Mastery of sales methodologies such as MEDDIC, MEDDPIC, Challenger, etc.

• Proficient understanding of cloud native technologies, digital transformation programs and their business benefits

• Proficient understanding of compute, storage and networking technologies and processes in Enterprise IT

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.

The United States targeted pay range for this position in the following location is / locations are: • San Francisco, CA / Bay Area: $270,000 to $404,000 per year • California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $266,000 to $396,000 per year • Colorado, Nevada, Rhode Island: $241,000 to $360,000 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.