Senior Account Executive 1 - Federal Government & Defence-related Enterprises

Who are we?

A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You’ll work across teams, influence key decisions, and help shape the path forward. You’ll find belonging, purpose, and a team that welcomes you—because when you feel valued, you’re empowered to do your best work.

Job Summary

Senior Acquisition Account Executive sells Equinix solutions to new accounts within a complex scope. Focus on larger domestic and global accounts. Leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.

Responsibilities

• Viewed as an expert in the field with wide-ranging experience

• Uses professional concepts and company objectives to resolve complex issues in creative and effective ways

• Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors

Prospecting

• Partners with other Sales stakeholders to strategize and lead sales opportunity qualification

• Pursues highest propensity prospects with no current revenue and fills the funnel with opportunities while pitching prospects primarily at C-level and leveraging industry contacts and partners

• Actively prospects account base to sell global platform and achieves exports outside of country

• Builds relationships with key stakeholders at prospect companies 

• Utilizes available tools to prospect new opportunities

Leverage Internal & External Partners

• Leads sales approach with the extended sales teams and external partners

• Collaborates with global sales team to sell global Equinix platform

• Demonstrates consistent cross region exports

• Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate new accounts

• Networks with key contacts outside own area of expertise

Account Planning

• Researches and documents detailed understanding of customer business and organizational landscape on high priority prospects

• Exercises judgement in selecting methods, techniques and evaluation criteria for obtaining results

• Effectively transitions account to Account Manager, maintaining customer satisfaction to ensure future revenue growth

Solution Selling

• Responsible for large, complex, high visibility, strategic, or tactically important accounts

• Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with Sales Engineers (SEs) and Sales Architects (SAs)

• Leading delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs and persona

• Proven proficiency of Equinix product set and solutions

• Sells full suite of Equinix offerings to include global footprint and achieves exports

• Leverages external partners to drive solution development in new areas/prospects

Pipeline Management

• Actively monitors and maintains status of opportunities in SalesForce Database, following the principles of forecasting while using wide-ranged advanced experience to resolve complex issues

Territory Planning

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

• Provides accurate forecasts

• May focus on a particular vertical or sub-vertical within a dedicated sector

Negotiation

• Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain the best commercial terms possible 

• Understands commercial levers and problem solves to make initial recommendations on deal structure

• Partners with Sales leadership to present at regional deal review

Mentorship / Lead

• Determines methods & procedures on new assignments; may coordinate project work for others

• Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices

Qualifications

• Bachelor’s degree with 8+ years of relevant experience in the Data Center or Digital Infrastructure sector

• Ability and willingness to travel domestically on a regular basis (approximately monthly)

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. 

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This posting is for a backfill position, meaning it is to fill an existing vacancy within our organization.