Senior Account Executive, Equinix
Mid-Market Sales
$96-157k
OTE
Salary varies depending on location
More information about location
Digital infrastructure company
Be an early applicant
Digital infrastructure company
1001+ employees
Be an early applicant
$96-157k
OTE
Salary varies depending 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
- Typically requires a Bachelor's degree and 3+ years of related experience or equivalent work experience
What the job involves
- The Account Executive 2 sells Equinix solutions to mid-market new accounts and/or expands existing accounts
- Acts as Lead or SME resource for more junior members on the Corporate Sales team. Majority of interaction with customer via phone and email. Occasional travel to local accounts
- Builds and maintains relationships with key stakeholders in assigned accounts/prospects
- Facilitates customer relationships to ensure timely resolution of customer issues
- Conducts Quarterly Business Reviews and Leads Executive Briefings on occasion
- Leads and drives coordinated 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.)
- Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
- Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts
- 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
- Drives coordinated selling approach and account planning with global counterparts
- Identifies customer’s business needs, challenges, and technical requirements and recommends to Equinix solutions
- Leads sales pitch delivery, leveraging SEs where appropriate; adapts pitch to customer needs and persona
- Sells full suite of Equinix offerings to include global footprint
- Leverages external partners to drive solution development in new areas/prospects
- Addresses high churn risk customers leveraging internal resources and external partners
- Facilitates customer contract renewals and negotiations to protect revenue
- Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure
- Monitors and maintains status of opportunities in SFDC, following the principles of forecasting
- Identifies at risk accounts, expiring contracts and forecast churn
- Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts
- Coordinates with Opportunity Development Team on a strategy for lead & sales opportunity qualification
- Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects and leveraging industry contact sand partners
- Prospects account base to sell global platform and exporting outside of country
- Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
- Understands commercial levers and problem solves to make initial recommendations on deal structure
- Provides guidance and subject matter expertise to more junior team members
- Assists with onboarding and training new team members on occasion
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 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 HQ
Redwood Shores, Redwood City, CA
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.
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