Senior Account Executive

Equinix is the world’s digital infrastructure company, operating 200+ data centres 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+ 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.

A career at Equinix means you will collaborate on work that impacts the world and be surrounded by opportunities to learn new skills and grow in multifaceted 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.

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

Responsibilities

• Viewed as a senior level individual contributor sales account manager with broad expertise or outstanding knowledge

• Uses skills to contribute to development of company objectives and principles and to achieve goals in creative and effective ways

• Works on significant and unique issues where analysis of situations or data requires an evaluation of intangibles

Prospecting

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

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

• Actively prospects the development of new accounts to sell global platform and achieves outside of country

• Establishes relationships with key partners at prospect companies

• Applies 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 uses strategic alliances and reseller partners to penetrate new accounts

• Builds formal networks involving coordination among groups

Account Planning

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

• Exercises independent judgment in methods, techniques and evaluation criteria for acquiring results

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

Solution Selling

• Focuses on critical, large, complex, high visibility, strategic, or tactically meaningful 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)

• 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 achieves exports

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

Pipeline Management

• Actively supervises and maintains status of opportunities in SalesForce Database, following the principles of forecasting while using their broad expert knowledge of skills to resolve significant and unique 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, using internal resources as needed to acquire 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

• Acts independently to settle methods & procedures; may coordinate activities of others

• Mentors Account Executives or sales professionals; leads projects, provides mentorship to team on products/processes/standard methodologies.

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.

We look forward to meeting you!