Senior Account Executive, Equinix
SLED
$299-449k
OTE
Office located in Redwood City, CA
Digital infrastructure company
Posted today
Digital infrastructure company
1001+ employees
Posted today
$299-449k
OTE
Office located in Redwood City, CA
1001+ employees
Company mission
To provide finance, manufacturing, transport, government, and healthcare organizations a cloud-first world.
Role
Who you are
- 7+ years of experience selling into Public Sector / SLED (State, Local Government, Higher Education)
- Proven hunter background with experience driving net‑new logo acquisition
- Track record of success selling colocation and/or digital infrastructure solutions
- Experience with technologies such as Colocation, SD‑WAN, Virtualization, Cloud Service Providers, and Cloud Platforms
- Strong experience leveraging channel partners in complex enterprise sales
- Proven ability to develop and execute territory and acquisition strategies
- Bachelor’s Degree required
What the job involves
- The primary responsibility of this role is the acquisition of new State, Local Government, and Education (SLED) customers within the assigned Northwestern territory of the United States (Northern California, Oregon, Washington)
- This position is primarily a hunter-focused, new logo sales role with a strong emphasis on outbound prospecting, relationship creation, and pipeline generation
- While the role includes responsibility for approximately 32 existing accounts, success is measured by the ability to identify, pursue, and close new opportunities across State, Local, and Education organizations
- 70% New Acquisition / 30% Account Management
- Own and execute a new customer acquisition strategy across SLED territory, including State of CA’s I.T. Organization, California Department of Technology (CDT), all sub-agencies within State of CA, State of Washington and State of Oregon. This also includes all local government and education entities across the region
- Target net‑new agencies, institutions, and buying centers within assigned and whitespace accounts
- Drive new collocation and digital infrastructure sales within the assigned Equinix territory
- Play an integral role in defining account strategies and identifying priority target accounts
- Focus on opportunities that originate through outbound prospecting and hunting activities, which then convert into owned territory accounts
- Maintain a high level of channel-partner focused growth initiatives and activity, proactive engagement with C-suite including CIO, CFO, procurement and attending industry conferences, trade shows, and regional SLED events
- Pursue highest‑propensity prospects and consistently fill the sales funnel
- Pitch primarily to C‑level and senior government stakeholders. Leverage industry relationships, channel partners, and ecosystem connections to create new opportunities
- Coordinate with Opportunity Development teams to strategize lead qualification and opportunity advancement
- Actively monitor and maintain opportunity status in Salesforce, following best‑practice forecasting principles
- Identify at‑risk opportunities, expiring contracts, and churn risks
- Provide accurate sales forecasts using Salesforce and Clari
- Utilize modern sales tools to drive prospecting, pipeline management, and territory execution, including:
- Outlook
- Salesforce (SFDC)
- Clari
- LinkedIn Navigator
- ERepublic / GovTech Navigator
- AI‑driven tools (e.g., Perplexity) for research, messaging, and productivity
- Plan, build, and maintain strong relationships with key stakeholders across SLED organizations
- Lead and participate in Executive Briefings
- Facilitate customer relationships to ensure timely resolution of issues
- Conduct Quarterly Business Reviews (QBRs) to uncover expansion and upsell opportunities
- Lead a coordinated sales approach across internal teams (Sales Engineers, Solutions Architects, Customer Care, Commercial Solutions, Sales Operations)
- Work closely with resellers, strategic alliance partners, and channel partners to penetrate accounts and scale opportunity creation
- Research and document a detailed understanding of customer business environments, organizational structures, and buying dynamics
- Develop and execute strategic territory and account plans focused on acquisition and expansion
- Prioritize accounts and prospects for short‑ and long‑term pursuit
- May focus on specific sub‑verticals within the SLED sector
- Identify customer business needs, challenges, and technical requirements
- Map customer needs to Equinix solutions in partnership with Sales Engineers and Solution Architects
- Lead customer presentations and solution pitches, adapting messaging to customer personas
- Demonstrate proficiency across the Equinix portfolio, including global platform and interconnection solutions
- Leverage external partners for solution development within new prospects and use cases
- Proactively address high‑churn‑risk customers using internal and external resources
- Facilitate contract renewals and negotiations to protect revenue
- Lead commercial discussions, understanding pricing, deal structures, and contractual levers
- Partner with sales leadership for regional deal reviews
- Mentor Account Executives and other sales professionals as needed
- Lead special projects and provide guidance on new products, processes, and best practices
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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