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Job Summary

The Senior Account Executive sells Equinix solutions to mid-market new accounts and/or expands existing accounts. Acts as Lead or SME resource for more junior members on the Corporate Sales team. Majority of interaction with customer via phone and email. Occasional travel to local accounts.

Responsibilities

Prospecting/ Account Management

• Success in this sales role hinges on more than just closing deals. It requires a deep understanding of doing business in India. The Candidate should possess an intimate knowledge of the local market dynamics, including the competitive landscape, economic trends, and customer behavior specific to different regions

• Build and pursue high propensity prospects, create quality/high value pipeline, and achieve Sales Quota. Results-oriented Candidates who are good Closers, strong Negotiators or possess the skills in deal qualification, have worked in a high performing, dynamic sales environment will be considered

• Develop localized sales strategies and initiatives to generate domestic pipeline. Identify, prospect, and acquire new logos within the Mid-Market segment across various verticals in India to uncover new opportunities and export opportunities outside of India.

• Ability to position and articulate Equinix's value preposition, understand customer's business challenges, desired outcomes and work efficiently with Global Solution Architects, Commercial Solutions and internal Support team to design a solution for our Customers and Prospects

• Collaborate effectively with other stakeholders including Channel Partners/Opportunity Development/Partner Team to jointly build and generate strong pipeline

• Identifies at risk accounts, expiring contracts and forecast churn and handle renewals. Candidate will be required to manage existing accounts and post sales

Building Customer Relationships

• Act as a trusted advisor to clients, deeply understanding their business challenges and articulate how our solutions can address their specific needs and deliver measurable ROI.

• Excellent communication and presentation skills to articulate our value proposition. Strong ability to build relationship and influence decisions with the C-level executives, key decision-makers and ability to nurture strong relationships at all levels

• Builds and maintains relationships with key stakeholders in assigned accounts/prospects.

• Facilitates customer relationships to ensure timely resolution of customer issues

Negotiation

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

• Sound knowledge of decision making process within the Customer’s Organization, buying pattern and ability in reaching out to multiple stakeholders within the Organization

• Understands commercial levers and work out creative commercial offerings and deal structure

Sales Cadence

• Strong pipeline management skills, maintain healthy and qualified sales pipeline and provide accurate sales forecasts

• Adopt to Equinix 5-to-forecast methodology

• Adhere to the Sales discipline of timely weekly pipeline deal update and track progress of opportunities

Qualifications

• Bachelor's degree with at least 7 years of prior sales experience in Information Technology or equivalent. The Applicant must have experience selling into the Mid-Market sector.

• Applicants must possess strong communication and presentation skills

• Results Oriented. Demonstrated track record of success

• Ad-hoc travel might be required.

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.