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