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Senior Account Executive

 

Senior Account Executive

  • JR-130793
  • Toronto
  • Sales
  • Full time
Senior Account Executive

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 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. 

Responsibilities

The successful candidate will be responsible for selling to a select set of Network Service Providers who are headquartered in Canada.

He/she will be responsible for managing all aspects of the customers business including sales and revenue, account strategy & planning and executive relationships.

The candidate will be required to execute across a number of key activities, as outlined below:

Build Customer Relationships
· Plans, 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 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 leverages strategic alliances and reseller partners to penetrate accounts

Account Planning
· Researches and documents detailed understanding of customer business and organizational landscape
· Develops strategic, global account plans focused on maintaining/growing accounts
· Drives strategic, global & multi-line of business global account plans

Solution Selling
· Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/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 in a global market
· Leverages external partners to drive solution development in new areas/prospects

Contract Renewals
· Proactively 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

Pipeline Management
· Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
· Identifies 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
· Focus on selling to Network Service Providers HQ’d within Canadian market

Prospecting
· Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
· Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; leveraging industry contact sand partners
· Actively prospects account base to sell global platform and achieves exports outside of country · Utilizes available tools to prospect and leverage account strategy plans

Negotiation
· 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
· Partners with sales leadership to present at regional deal review

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

Qualifications

· 7+ years’ experience preferred
· Bachelor's Degree required

· Experienced selling to Network Service Providers (NSP’s)

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 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).

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.