Who are we?

Job Summary

The Account Executive, Corporate Sales sells Equinix solutions to small and mid-market new accounts and/or expands existing accounts. Majority of interaction with customer via phone and email. Occasional travel to local accounts.

Fluent verbal and written English and additional Finnish/Norwegian/Swedish communication skills are essential.

Responsibilities

Building Customer Relationships

• Builds and maintains relationships with key partners in assigned accounts/prospects

• Facilitates customer relationships to ensure timely resolution of customer issues

Leveraging Internal Partners & Channel

• 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 Alliances, etc.)

• Uses network of peer representatives in strategic alliance and reseller partners to map and 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

Solution Selling

• Identifies customer’s business needs, challenges, and technical requirements and matches to Equinix solutions in partnership with SEs/SAs

• Delivers pitch on Equinix product set and solutions in partnership with SE/SAs

• Sells full suite of Equinix offerings to include global footprint

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

Contract Renewals

• Addresses high churn risk customers using internal resources and external partners proactively

• Facilitates customer contract renewals and negotiations to protect revenue

• Uses 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 the highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts

Negotiation

• Facilitates the commercial offer and contract negotiations in partnership with Sales Management, using internal resources as needed to acquire the best commercial terms possible

• Partners with sales leadership, commercial solutions, and P&L to recommend deal structure

Qualifications

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

What we offer

The opportunity to leave your mark in a company that is growing quickly and still manages to keep a pioneer spirit. And of course a competitive salary and great secondary benefits like a defined contribution pension plan, a collective health care plan, annual bonus scheme, 25 days of annual paid leave.

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.