Global Account Executive

Equinix is the world’s digital infrastructure company, operating 245+ 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+ 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 32 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. 

Job Summary

The Global Account Manager works with the lead Client Executive in executing the overall global account strategy for one or more of Equinix’s key global accounts in collaboration with Regional teams in Europe, Asia, and Americas. The Global Account Manager implements effective sales strategies, maintains successful long-term business relationships with key decision-makers and influencers, and leverages Equinix assets and to expand of existing business and new business.
 

Responsibilities

• 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

• 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

• Meets or exceeds sales targets for assigned customer/s and results in growth across all regions (North America, Europe, Asia, Latin America)

• Facilitate Customer contract renewals in a timely and organized fashion

• Plan for, build, and maintain effective relationships with senior executives, key decision makers, influencers and technical experts across the client organization

• Develops clear understanding of customer environments and builds customer communication solutions in which Equinix can impact, enhance and optimize the customer's business activities and results

• Assigns priorities to business opportunities and helps create account plans and sales strategies under direction of the Client Executive

• Exerts strong influence on the customer's global datacenter strategy and purchasing decisions

• Works directly and cross-functionally to drive high customer satisfaction among designated accounts

• Develops new ideas for expanding business relationships in evolving customer environments

Qualifications

• 5+ years experience in a sales role, including 3+ years in a named account management role

• Proficient at planning and executing account strategies and maintaining effective long-term business relationships at the senior level with key decision makers

• C-Level/executive business sales experience

• Proficiency in negotiating agreements and strong negotiation skills

• Experienced in leveraging resources, specialist in a global environment

• Demonstrated success managing large and complex customer relationships

• Intercultural proficiency in dealing with matrix organizations

• Excellent presentation skills, strong strategic thinker, analytical ability

• In depth knowledge of key segment trends specific to clients business and industry

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

• San Francisco, CA / Bay Area:  $197,000 to $356,000

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.)).