Senior Account Executive, Equinix
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Digital infrastructure company
Be an early applicant
Digital infrastructure company
1001+ employees
Be an early applicant
More information about location
1001+ employees
Company mission
To provide finance, manufacturing, transport, government, and healthcare organizations a cloud-first world.
Role
Who you are
- Typically requires a Bachelor’s degree and proven years of related experience or equivalent work experience
What the job involves
- Senior Acquisition Account Executive 2 sells Equinix solutions to new accounts within a unique scope
- Focus on largest global accounts in region. Leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales
- Viewed as a senior level individual contributor sales account manager with broad expertise or unique knowledge
- Uses skills to contribute to development of company objectives and principles and to achieve goals in creative and effective ways
- Works on significant and unique issues where analysis of situations or data requires an evaluation of intangibles
- Prospecting:
- Partners with other Sales stakeholders to strategize and lead sales opportunity qualification
- Pursues highest propensity prospects with no current revenue and fills the funnel with opportunities while pitching prospects primarily at C-level and leveraging industry contacts and partners
- Actively prospects the development of new accounts to sell global platform and achieves outside of country
- Builds relationships with key stakeholders at prospect companies
- Utilizes available tools to prospect new opportunities
- Leverage Internal & External Partners:
- Leads sales approach with the extended sales teams and external partners
- Collaborates with global sales team to sell global Equinix platform
- Demonstrates consistent cross region exports
- Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate new accounts
- Creates formal networks involving coordination among groups
- Account Planning:
- Researches and documents detailed understanding of customer business and organizational landscape on high priority prospects
- Exercises independent judgment in methods, techniques and evaluation criteria for obtaining results
- Effectively transitions account to Account Manager, maintaining customer statifaction to ensure future reveneue growth
- Solution Selling:
- Focuses on critical, large, complex, high visibility, strategic, or tactically important accounts
- Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with Sales Engineers (SEs) and Sales Architects (SAs)
- Leads delivery of expert, compelling pitch, leveraging SE/SAs where appropriate; customizes pitch to customer and persona
- Proven proficiency of Equinix product set and solutions
- Sells full suite of Equinix offerings to include global footprint and achieves exports
- Leverages external partners to drive solution development in new areas/prospects
- Pipeline Management:
- Actively monitors and maintains status of opportunities in SalesForce Database, following the principles of forecasting while using their broad expert knowledge of skills to resolve significant and unique issues
- Territory Planning:
- Prioritizes list of prospects for short and long-term pursuit to achieve assigned sales objectives
- Provides accurate forecasts
- May focus on a particular vertical or sub-vertical within a dedicated sector
- Negotiation:
- Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain the best commercial terms possible
- Understands commercial levers and problem solves to make initial recommendations on deal structure; overcome objections and position and engage and senior levels in account
- Partners with Sales leadership to present at regional deal review
- Mentorship / Lead:
- Acts independently to determine methods & procedures; may coordinate activities of others
- Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices
Salary benchmarks
Our take
Equinix is a veteran player in the digital infrastructure market, connecting industry-leading organizations in finance, manufacturing, retail, transportation, government, healthcare, and education.
The company provides a range of services within the categories of digital, support, data center, and interconnection, with capabilities including, for example, simplifying hybrid cloud deployments or securing on-site deployments. It has an extensive range of partners, granting its clients access to a vast range of industry-leading technologies atop its own offerings.
With a wide global presence, Equinix has secured a path to continued success by its ability to keep abreast of developments in the space. The company is comfortably positioned to remain a robust and leading player across multiple growth avenues and can be expected to make more smart developments and partnerships in the future.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
9% employee growth in 12 months
Company
Company HQ
Redwood Shores, Redwood City, CA
Leadership
Adaire Fox-Martin
(CEO & President)Prior to becoming CEO of Equinix in 2024, Adaire spent nearly 3 years at Google in various roles, including Head of Google Ireland and President of Google Cloud Go to Market. She also spent nearly 14 years at SAP and over 18 years at Oracle Corporation.
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