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Global Account Executive, (Cloud Service Providers)

 

Global Account Executive, (Cloud Service Providers)

  • JR-130627
  • Singapore
  • Sales
  • Full time
Global Account Executive, (Cloud Service Providers)

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. 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 78 consecutive quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of 10,000+ companies, including 2,000+ networks and 3,000 cloud and IT service providers in 31 countries spanning six 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.

Responsibilities

Build Customer Relationships
· Develops and maintains relationships with regional/global customer executives to drive global bookings/revenue growth in assigned accounts
· Manages the engagement with the customer as a strategic alliance relationship
· Identifies larger trends in customer issues across the account and develops action plans for long term improvements, implementing best practices
· Engages Equinix Executives in the Account

Leverage Internal Partners & Channel
· Develops and manages successful partnerships with internal organizations to support the strategic customer relationship, including Solutions Architects, Sales Engineering, Contracts, Billing, FP&A, Product Marketing, and Business Development at the regional or global level
· Resolves complex and diverse customer issues
· Delivers a global account plan to senior executives on a semi-annual basis and manages implementation of account plan regionally or globally

Account Strategy/Planning
· Develops global strategic account plan from detailed strategic region/territory plans
· Manages account activity relative to quarterly and fiscal year plan, creates executive reports with understanding of customer life cycle
· Influences long term planning for account
· Drives coordinated selling approach and account planning with global counterparts and continually communicates global account strategy to internal partners and stakeholders in the region/globally

Solution Selling
· Synthesizes customer’s business needs, challenges, and technical requirements from regions and recommends Equinix solutions
· If applicable, sells business value of Equinix "sell with" activities to global customer extending value of Equinix platform
· Leads delivery of expert, compelling approach, leveraging the global account strategy
· Sells Equinix as a strategic partner and incorporates the full suite of Equinix offerings including global footprint
· Leverages external partners to drive solution development in new areas/prospects

Contract Management/Renewals
· Develops detailed understanding of commercial terms and problem solves regional/global implications, making decisions on more complex issues to drive deal alignment and with long term strategy
· Proactively addresses high churn risk customers, leveraging internal resources and external partner, to resolve issues
· Drives customer contract renewals and negotiations to protect revenue
· Develops, defines, and implements global channel/reseller relationships with targeted accounts

Pipeline Management
· Monitors and updates on pipeline and forecast status (‘Five to Forecast’) of each account/opportunity for current and future quarters
· Manages prioritization of opportunities for short- and long-term pursuit to achieve regional/global objectives
· Analyzes trends across the account and develops plans to minimize and forecast churn

Negotiation
· Leads complex 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; overcomes objections and positions at senior levels in account
· Partners with sales leadership to present at regional/global deal review

Qualifications

· 10+ years experience preferred
· Bachelor's degree preferred
 

Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, colour, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.

Visit our Career page here to understand about Equinix COVID-19 Vaccine Policy.

View additional Equal Employment Opportunity information here.

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Equal Employment Opportunity: 
Equinix is an Equal Employment Opportunity and Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.

(US Applicants)

Please click here to see the “EEO is the Law” poster and supplement.

Please click here to see our EEO Policy Statement.

Please click here to see our Pay Transparency Policy Statement.