Senior Global Account Executive, Equinix
$241-394k
OTE
Salary dependent on location.
More information about location
Digital infrastructure company
Be an early applicant
Digital infrastructure company
1001+ employees
Be an early applicant
$241-394k
OTE
Salary dependent on location.
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
- 10+ years of experience in quota-bearing sales roles, with a strong track record of closing a wide range of deal sizes (transactional to large, complex)
- Exceptional relationship-building skills with the ability to engage and influence C-level executives
- Experience with new business acquisition and/or business development
- Demonstrated success in managing and growing global enterprise accounts, preferably in technology, cloud, or infrastructure services
- Deep understanding of digital infrastructure, cloud ecosystems, and hybrid IT architectures
- Strong business acumen, negotiation skills, and executive presence
- Bachelor's degree preferred
What the job involves
- Results-driven Global Account Manager within territory/region to lead and expand relationships with large, complex multinational customer
- This front-line sales role is responsible for identifying new revenue, developing and executing account strategies, managing large complex deals while achieving revenue targets, and delivering exceptional customer outcomes
- Develops and nurtures relationships with global account at local/regional level
- Considered the internal expert for assigned customer. Understands assigned customers market position, products, and how that aligns with the Equinix opportunity to convert business opportunities into new revenue
- Acts as primary point of contact in addressing day-to-day customer needs
- Supports and coordinates with GAM team on local/regional quarterly business reviews and customer requests
- Coordinates sales approach with the extended sales team (Global Account Managers, Sales Engineers, Solutions Architect, Customer Care, Sales Support, Commercial Solutions, Marketing, Sales Operations, etc.) and external partners (Channel, Alliances, etc.) as needed at the local and regional level
- Collaborates with internal teams to deliver superior client experience with ownership of assigning accountability to drive issues to satisfactory resolution
- Collaborate with internal teams (Commercial Solutions, Sales Engineering, Customer Success, Product, Legal ) to craft compelling, customized solutions that address customer requirements and maximize new revenue opportunities
- Create and execute a strategic Americas regional territory plan in alignment with and in support of the broader global account strategy
- Consistently maintain and document a detailed understanding of customer business evolution and organizational landscape
- Intimately understands assigned customer buying cycles, approval processes and plans ahead to ensure deal closure commitments are met and any risks are mitigated
- Maintain a disciplined pipeline and forecasting methodology using Salesforce and Clari ensuring transparency and accuracy in deal progression and updates
- Communicates regional/global account strategy to internal partners and stakeholders in the territory/region
- Drive awareness across broader internal teams on external market trends and the impact on the customer’s business initiatives and Equinix sales opportunities
- Must possess ability to identify, qualify, and develop new business opportunities within assigned global account by uncovering unmet needs, expansion triggers, and transformation initiatives
- Drive the full sales cycle from opportunity discovery and solution development to proposal, negotiation, and close
- Possesses confidence in working with executive leadership internally and externally
- Support/Collaborate with peer regional leads to ensure continuity across all aspects of the business to maintain strategic alignment and consistent global client experience
- Works closely with global team to prepare commercial and technical service proposals, working closely with Sales Engineering, Operations, and Commercial teams
- Ensures proposals are accurate and fully align with the specific customer requirements
- Sells full suite of Equinix products as well as complexity of global footprint
- Leverages external partners to drive solution development in new areas/prospects
- Develops detailed understanding of complex commercial terms and regional/global implications and can convey proposals to gain win/win outcomes
- Proactively work with assigned customer to identify high churn risk locations, leveraging internal resources to mitigate
- Owns and leads customer contract renewals and negotiations driving internal support teams to meet quarterly revenue commitments to the business
- Accurately and transparently prioritizes opportunities for short-term pursuit to achieve assigned sales objectives
- Identifies at-risk opportunities or expiring contracts and forecasts churn, develops mitigation plans
- Possesses accountability and ability to escalate at-risk issues to gain Executive support
- Maintains accurate Salesforce.com and Clari forecasts and activity records, providing accurate forecasts for current quarter and 1 year out
- Facilitates broader team support and leads negotiation on complex contractual terms and conditions
- Understands and can articulate customer requirements to internal stakeholders to develop effective solutions
- Strong attention to detail with ability to foresee potential issues that could prolong negotiations
- Work across various team disciplines ( Operations, Security, Health & Safety, Sustainability, etc.) to gain consensus in solving contractual requirements on deadline
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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