Job Summary 

Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on Field Enterprise and Global accounts. 

What you’ll be doing 

Build Customer Relationships 

• Plans, builds, and continuously strengthens relationships with key stakeholders in assigned accounts/prospects 

• Expands relationships with existing accounts to new business units and personas 

• Facilitates customer relationship building across extended account team to ensure timely resolution of customer issues and more diversified touchpoints within accounts 

• Conducts quarterly business reviews with customers to identify and develop new revenue opportunities and maintain high CSAT 

• Cultivates executive positioning between critical client stakeholders and Equinix senior leadership team through EBCs and regular cadence 

 
Territory and Account Planning 

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

• Researches and documents detailed understanding of customer business and organizational landscape  

• Develops and presents account plans focused on growing account revenue and diversifying Equinix solutions in place 

• Engages extended team on driving new use case development, technical relationships, and executive exposure to further positioning within accounts 

• May focus on particular vertical or sub-vertical within a dedicated sector 

 
Solution Selling 

• Identifies customer’s business needs, challenges, and technical requirements and ties desired customer business outcomes to relevant Equinix solutions  

• Tailors and delivers pitch in partnership with SE/SAs to meet customer specific business cases 

• Proven proficiency of Equinix value proposition including product set, targeted use cases and ecosystem 

• Sells full suite of Equinix offerings to include global footprint and ecosystem connectivity 

• 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 to protect revenue stream 

• Facilitates customer contract renewals and negotiations in advance of contract expirations to mitigate churn risk 

• Leverages internal resources to understand customers contractual obligations around notice periods, renewal terms and Equinix exposure 

 
Pipeline Management 

• Consistently grows pipeline and adds new opportunities to funnel 

• Provides accurate short- and long-term forecasts 

• Actively monitors, maintains and updates status of opportunities in SFDC, following the Equinix principles of forecasting 

• Identifies at risk accounts, expiring contracts and forecasts churn to raise leadership awareness of risk 

 
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 

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 

 
Mentorship/Leadership 

• Open to guidance from leadership and more senior Account Executives 

• Leads extended team under unified sales strategy providing coaching to less tenured support 

• Collaborates across broader region on best practices  

What we’ll expect from you 

• Larger account experience preferred, payments/financial account experience a plus 

• Hunger to win in pursuit of new business 

• Bachelor's Degree required