Senior Account Executive (Federal - Civilian)
Senior Account Executive (Federal - Civilian)
- JR-158061
- Híbrido
- Herndon
- Sales
- Full time
Who are we?
Equinix is the world’s digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.
Job Summary
We are seeking a dynamic and seasoned account executive with a proven track record supporting the Federal/Civilian sector. The ideal candidate will have deep knowledge of Civilian agencies, a network of key contacts, a passion for achieving sales targets while upholding the highest standards of integrity. Security clearance is preferred.
Responsibilities
Plans, builds, and maintains relationships with key stakeholders in government agencies
Facilitates customer relationships to ensure timely resolution of customer issues
Conducts quarterly business reviews with customers to identify and develop new selling opportunities
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 uses strategic alliances and reseller partners to penetrate accounts
Researches and documents detailed understanding of customer business and organizational landscape
You develop strategic account plans that are focused on maintaining/growing accounts
Drives strategic, global & multi-line of business global account plans
Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
You are responsible for leading delivery of pitch, using SE/SAs where appropriate; you adapt pitch to customer needs and persona
Proven proficiency of Equinix product set and solutions
Sells full suite of Equinix offerings to include global footprint
Utilizes external partners to drive solution development in new areas/prospects
Dedicatedly addresses high churn risk customers
Facilitates customer contract renewals and negotiations to protect revenue
You utilize internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure
Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
Identifies at risk accounts, expiring contracts and forecasts churn
Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
Provides accurate forecasts
You may focus on particular vertical or sub-vertical within a dedicated sector
Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
Pursues the highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; using industry contact sand partners
You actively prospect account base to sell the Equinix global platform and you achieve exports outside of country
Utilizes available tools to prospect and use account strategy plans
Leads commercial offer and contract negotiations, using 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
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 selling to the U.S. Federal Government
Security Clearance preferred
Knowledge of federal procurement processes, compliance standards, and contract vehicles
Experience working with Federal System Integrators
Bachelor's Degree required
The targeted pay range for this position in the following location is / locations are:
United States - DC97 Washington DC : 274,000 - 412,000 USD / Annual
Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location.The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
The targeted pay range listed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.
Equinix Benefits
As an employee, you become important to Equinix’s success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure we’re providing you with the best package possible. So, wherever you are in your career and life, you’ll be able to enhance your experience and bring your whole self to work.
Employee Assistance Program: An Employee Assistance program is available to all employees.
US Benefits: - Insurance: You may enroll in health, life, disability and voluntary plans that are designed for you and your eligible family members. - Retirement: You and Equinix may contribute to a retirement plan to help you plan for your financial future. - Paid Time Off (PTO) and Paid Holidays: You will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to change and may be subject to specific plan or program terms.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.
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