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Job Summary

As a Senior Account Executive focused on new logo acquisition, you will play a critical role in driving growth and expanding Equinix’s customer base. This hunter role is designed for a proactive and results-driven sales professional who thrives on identifying opportunities, building strong relationships, and delivering tailored solutions to meet customer needs.This role emphasizes targeting new customers headquartered in Germany with a global footprint, leveraging Equinix’s unmatched interconnection and digital infrastructure capabilities to support their international growth. You will challenge conventional thinking where appropriate, helping customers explore innovative solutions that drive better outcomes for their business and align with Equinix’s capabilities. A key aspect of success in this role is the ability to think in terms of partner ecosystems, recognizing that collaboration across a network of partners is essential to delivering customer success and adding measurable business value. By fostering these partnerships, you will enable customers to unlock the full potential of Equinix’s platform, ensuring their digital transformation goals are met with agility and scalability.

Responsibilities

Customer Relationships

• Develop and maintain strong relationships with prospective clients headquartered in Germany, particularly those with a global presence, to understand their business needs, challenges, and digital transformation goals.

• Leverage existing customer relationships to accelerate engagement, build trust quickly, and create a foundation for long-term partnerships. Strong pre-established connections will be instrumental in identifying opportunities and driving success in this role

• Engage with key stakeholders to position Equinix as a trusted partner in their hybrid cloud strategies, interconnection needs, and global digital infrastructure journey.

• Act as a trusted advisor, guiding customers through their cloud transformation journey and addressing triggers like cost efficiency, energy efficiency, and workload optimization.

Encouraging New Perspectives

• Proactively engage customers in discussions that challenge traditional approaches to digital infrastructure and cloud strategies, encouraging them to consider innovative solutions that better align with their goals.

• Use insights and expertise to help customers identify gaps in their current strategies and explore alternative approaches that deliver greater efficiency, scalability, and global reach.

• Facilitate conversations that uncover hidden opportunities and drive meaningful change, ensuring customers are equipped to make informed decisions that benefit their business.

Leveraging Internal Partners & Channel

• Collaborate extensively with channel partners such as global and local systems integrators, technology vendors, and managed service providers to enhance reach and acquire new logos. Success in this role is deeply tied to the ability to leverage the partner ecosystem effectively.

• Work closely with internal teams, including business development, sales engineers, solution architects, and commercial solutions teams, to align strategies and drive customer engagement.

• Utilize the capabilities of Equinix’s partner ecosystem to deliver comprehensive solutions tailored to customer needs, ensuring alignment with organizational objectives.

Account Planning

• Create and execute comprehensive account plans for targeted prospects, focusing on key decision-makers and influencers.

• Monitor account progress and adjust strategies as necessary to ensure alignment with business objectives and customer needs.

Solution Selling

• Utilize a consultative selling approach to identify customer needs and present tailored solutions that address their specific challenges.

• Demonstrate the value of Equinix’s offerings, including Platform Equinix, Equinix Fabric, and Digital Services, through effective presentations and product demonstrations.

• Highlight the benefits of hybrid cloud strategies, interconnection, and global reach to address customer pain points.

Pipeline Management

• Maintain an accurate and up-to-date sales pipeline, tracking all opportunities and stages of the sales process.

• Utilize CRM tools to document interactions, forecast sales, and report on progress against targets.

Territory Planning

• Develop and implement a territory plan to maximize coverage and identify high-potential prospects within Germany and other key markets.

• Analyze market trends, customer triggers (e.g., cloud economics, energy efficiency), and competitive landscape to inform territory strategy.

Prospecting

• Identify and engage potential customers through strategic partnerships, participation in industry events, and leveraging Equinix’s extensive partner ecosystem.

• Build relationships with key stakeholders at industry conferences, trade shows, and networking events to uncover new opportunities and expand Equinix’s reach.

• Collaborate with partners and industry leaders to identify high-value prospects and align solutions with their business needs.

Negotiation

• Lead negotiations with prospective clients to secure favorable terms and close deals.

• Ensure alignment with Equinix’s pricing and contractual guidelines while addressing customer concerns and objections.

Performance Ownership

• Take full ownership of your performance by setting clear goals, tracking progress, and continuously improving your approach to meet and exceed sales targets.

• Embrace accountability for your results, ensuring alignment with Equinix’s strategic objectives and customer expectations.

• Regularly review and adapt strategies based on feedback, market conditions, and evolving customer needs.

Adaptability and Innovation

• Actively manage constant change and view it as an opportunity to innovate, create new ways of enabling success, and proactively contribute to the team’s growth as a collaborative team player.

• Foster a culture of adaptability and resilience, encouraging creative problem-solving and a forward-looking mindset.

Qualifications

• Typically requires a Bachelor’s degree and proven years of related experience or equivalent work experience

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.