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Senior Account Executive

 

Senior Account Executive

  • JR-122245
  • London
  • Slough
  • Sales
  • Full time
Senior Account Executive

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. 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.  

Why Equinix?

As a recognized global leader in its industry, Equinix employs dedicated, driven experts who take pride in their work. When you choose to work for Equinix, you’re not just picking a job; you’re embarking on a career. You’re not just working at a company; you’re joining a vital, global team.

What is the role about?

Our largest customers are embarking on transformation journeys. With Equinix Digital Services, they can retain all of the benefits of a cloud first model whilst mitigating the associated risks. This role will suit a visionary sales leader able to work at a strategic level at 10-20 of our top accounts. Experience running large pharmaceutical or oil & gas accounts would be beneficial.

Your responsibilities are in detail:

Build Customer Relationships

  • Plans, builds, and maintains relationships with key partners in assigned accounts/prospects

  • Facilitates customer relationships to ensure timely resolution of customer issues

  • Conducts quarterly business reviews with customers to identify and develop new selling opportunities

  • Leads Executive Briefings

Leverage Internal & External Partners

  • 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 Alliance, etc.)

  • Collaborates with global sales team to sell global Equinix platform

  • Demonstrates consistent cross region exports

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

Account Planning

  • Researches and documents detailed understanding of customer business and interpersonal landscape

  • Drives strategic, global, multi-line of business global account plans with Equinix top customers globally

  • Drives coordinated selling approach and account planning with global counterparts

Solution Selling

  • Identifies customer's business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs

  • Leads delivery of expert, compelling pitch, using SE/SAs where appropriate; customizes pitch to customer and persona

  • Shown proficiency of Equinix product set and solutions

  • Sells full suite of Equinix offerings to include global footprint and digital services

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

Pipeline Management

  • Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting

  • Identify at risk accounts, expiring contracts and forecasts churn

Territory Planning

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

  • Provides accurate forecasts

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

Prospecting

  • Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification

  • Pursues The highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; using industry contacts and partner

  • Actively prospects account base to sell global platform and, specifically, digital products

Negotiation

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

  • Understands commercial levers and problem solves to make initial recommendations on deal structure; overcome objections and position and engage and senior levels in account

  • Partners with sales leadership to present at regional deal review

Mentorship/Lead

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

You are you:

  • Have an understanding of Equinix's go to market strategy and be able to articulate the value we bring to enterprise customers

  • Highly developed soft skills, able to foster first class relationships, both internally and with customers

  • Be a creative and an engaging story teller

  • Be an upper quartile performer in previous sales roles, preferably with several years of shown above target performance

  • Be educated to at least bachelors degree level

  • Be a self-starter, promoting Equinix culture & values in everything you do

  • Enjoy working in a team and be stimulated by your contribution to team goals.

What we offer

You will get the opportunity to leave your mark in a company that is growing quickly and still manages to keep a pioneer spirit.

Besides a competitive salary, a sales incentive plan and car allowance, Equinix offers you attractive benefits like 30 days of paid annual leave, a company pension & stock purchase plan, allowances for fitness activities and lunch, a “JobRad”, regular company events.. and a company culture, that values dedication, respect and fun at work.

Want to learn more or apply?

Please use the link to our career web page to apply, so we can get back to you as soon as possible.

Check YouTube to discover who we are and what we do and find here a video about our company culture.

We look forward to meeting you!

Apply Now

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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.