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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 Mid-Market Sales team. Majority of interaction with customer via phone, email and face to face local engagement. Occasional travel to local accounts within Indonesia and Asia Pacific.

Responsibilities

Building Customer Relationships

• 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 and Leads Executive Briefings on occasion

Leveraging Internal Partners & Channel

• 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 Alliances, etc.)

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

• 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 on select accounts as needed

• Develops account plans focused on maintaining/growing accounts on occasion

• Drives coordinated selling approach and account planning with global counterparts

Solution Selling

• Identifies customer’s business needs, challenges, and technical requirements and recommends to Equinix solutions

• Leads sales pitch delivery, leveraging SEs where appropriate; adapts pitch to customer needs and persona

• Sells full suite of Equinix offerings to include global footprint

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

Contract Renewals

• 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

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

• Identifies at risk accounts, expiring contracts and forecast churn

Territory Planning

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

Prospecting

• Coordinates with Opportunity Development Team on a strategy for lead & sales opportunity qualification

• Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects and leveraging industry contact sand partners

• Prospects account base to sell global platform and exporting outside of country

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

Team Lead

• Provides guidance and subject matter expertise to more junior team members

• Assists with onboarding and training new team members on occasion

Qualifications

• Typically requires a Bachelor's degree and 5+ years of related experience or equivalent work experience

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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.