Senior Account Executive, Equinix

• Typically requires a Bachelor’s degree and proven years of related experience or equivalent work experience

• Senior Acquisition Account Executive sells Equinix solutions to new accounts within a complex scope. Focus on larger domestic and global accounts. Leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales
• Viewed as an expert in the field with wide-ranging experience
• Uses professional concepts and company objectives to resolve complex issues in creative and effective ways
• Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors
• 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 account base to sell global platform and achieves exports outside of country
• Builds relationships with key stakeholders at prospect companies
• Utilizes available tools to prospect new opportunities
• 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
• Networks with key contacts outside own area of expertise
• Researches and documents detailed understanding of customer business and organizational landscape on high priority prospects
• Exercises judgement in selecting methods, techniques and evaluation criteria for obtaining results
• Effectively transitions account to Account Manager, maintaining customer satisfaction to ensure future revenue growth
• Responsible for 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)
• Leading delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs 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
• Actively monitors and maintains status of opportunities in SalesForce Database, following the principles of forecasting while using wide-ranged advanced experience to resolve complex issues
• 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
• 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
• Partners with Sales leadership to present at regional deal review
• Determines methods & procedures on new assignments; may coordinate project work for others
• Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices

• 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

Equinix is a veteran player in the digital infrastructure market, connecting industry-leading organizations in finance, manufacturing, retail, transportation, government, healthcare, and education.