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Senior Account Executive

 

Senior Account Executive

  • JR-131767
  • Toronto
  • Sales
  • Full time
Senior 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. 

Responsibilities
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


Leverage Internal & External Partners

  • Coordinates 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.) · Demonstrates consistent intra-region selling and occasional cross region exports

  • Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts


Account Planning

  • Research and documents detailed understanding of customer business and organizational landscape on select accounts

  • Develops account plans focused on maintaining/growing accounts


Solution Selling

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

  • Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs

  • Proven proficiency of Equinix product set and solutions

  • Sells full suite of Equinix offerings to include global footprint

  • 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

  • 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 highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts


Negotiation

  • Facilitates commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible

  • Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure


Mentorship/Lead

  • Open to guidance from leadership and more senior Account Executives


Qualifications

  • 5+ years experience preferred

  • Bachelor's Degree required

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.)).

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