Senior Account Executive, Equinix
SLED
$274-408k
OTE
The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions
Digital infrastructure company
Job no longer available
Digital infrastructure company
1001+ employees
Job no longer available
$274-408k
OTE
The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions
1001+ employees
Company mission
To provide finance, manufacturing, transport, government, and healthcare organizations a cloud-first world.
Role
Who you are
- This position requires an energetic, highly motivated, self-starter who can effectively manage existing client relationships while also developing new accounts
- The successful candidate will adopt a solution-based selling approach, have a strategic selling mindset, and actively pursuing new logos in their territory
- Bachelor’s degree in business, marketing, or a related field
- 7+ years of sales experience, with a proven track record in the SLED market
- Strong understanding of government procurement processes, compliance requirements, and public sector contracts
- Excellent communication, negotiation, and presentation skills
- Ability to work independently and collaboratively in a fast-paced environment
- Proficiency in using CRM software, particularly Salesforce (SFDC)
- Willingness to travel as needed to meet with customers and attend industry events
What the job involves
- A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions
- The Senior Account Executive, SLED will play a crucial role in driving Equinix's growth within the State, Local, and Education market for the Northeast region of the United States
- This role involves driving sales and cultivating long-term relationships with State, Local, and Education (SLED) organizations
- Your primary objective will be to acquire new customers (80% focus) by delivering innovative solutions tailored to their specific needs, while also retaining existing customers (20% focus)
- Identify customer needs, challenges, and technical requirements and align them with Equinix solutions
- Deliver effective pitches, adapting them to customer needs and persona
- Demonstrate expertise in Equinix product set and solutions
- Collaborate with external partners to drive solution development in new areas/prospects
- Develop and execute strategic account plans to strengthen relationships with existing SLED customers
- Identify and pursue cross-selling and upselling opportunities within existing accounts
- Conduct thorough research and document customer business and organizational landscape
- Develop and implement state-level and account-level strategic plans, utilizing internal and external resources
- Identify and pursue new business opportunities within the SLED sector
- Engage with key decision-makers and influencers to understand their organizational goals and challenges
- Present tailored solutions that align with customers' digital transformation initiatives and compliance requirements
- Collaborate with organizations to navigate their complex government procurement processes and compliance requirements, i.e. StateRAMP, GSA, OMNIA, etc
- Leverage specialized knowledge of SLED to develop and implement effective sales strategies
- Meet and exceed sales targets and Key Performance Indicators (KPI’s) by effectively managing the sales cycle from lead generation to closing deals
- Work closely with internal partners such as Legal, Technical Sales and Product Marketing teams to ensure seamless delivery of solutions and services
- Engage with the Customer Success team to utilize their expertise in achieving customer satisfaction and opportunities for up-selling existing customers
- Participate in regular training and development sessions to stay current with Equinix products, solutions, and market trends
- Attend various SLED conferences in your region and meet with organizational leaders and potential channel partners to drive thought leadership and collaboration
- Maintain accurate records of sales activities, customer interactions, and deal progress in Salesforce (SFDC)
- Provide regular sales forecasts and reports to management, highlighting key wins and areas for improvement
- Ensure all sales contracts and documentation comply with Equinix's policies and public sector regulations
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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