Senior Account Executive, Equinix
$279-417k
OTE
Office located in Redwood City, CA
Digital infrastructure company
Be an early applicant
Digital infrastructure company
1001+ employees
Be an early applicant
$279-417k
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
- Larger account experience preferred, payments/financial account experience a plus
- Hunger to win in pursuit of new business
- Bachelor's Degree required
What the job involves
- Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on Field Enterprise and Global accounts
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 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
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
Few candidates hear
back within 2 weeks
9% employee growth in 12 months
Company
Company benefits
- Equinix employees receive excellent health care and counseling plans that vary by country to ensure the well-being of you and your family. We offer paid vacations and holidays and encourage community involvement year-round via volunteer opportunities
- Spending time with your loved ones and taking care of your family are important. Equinix provides a range of country-specific programs that ensure you have the resources needed to thrive and manage your family’s needs
- Equinix offers different programs to help you build your financial security, make charitable donations and seek additional education. In many countries we also offer a flexible employee stock purchase plan
Company values
- Seek something bigger - Come drive meaningful change as part of the world’s trusted, leading digital infrastructure company. Together, our work enables innovation that enriches our work, life and planet
- Challenge assumptions - Bring your unique perspectives and contributions to help us make bold decisions, become aware of biases and remove any barriers that still exist
- Want to unlock your potential - Achieve, learn, adapt and be comfortable building a fulfilling career. We are here to help you unlock your potential
Company HQ
Redwood Shores, Redwood City, CA
Articles
Leadership
Charles Meyers
(President & CEO (Not Founder))Former Senior Associate at Booz Allen & Hamilton, President and COO at BellSouth.net, and VP of Business and Corp Development at Internet Security Systems. Before becoming CEO of Equinix, they were a Senior Technology Executive and Fitness Entrepreneur at Life Restorations LLC and Group President of Messaging and Mobile Media at VeriSign.
Salary benchmarks
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