Senior Federal Account Executive - DOD/IC

Who are we?Equinix is the world’s digital infrastructure company®, operating over 250 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.  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. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success.  Senior Federal Account Executive - DOD/ICEquinix is the world’s digital infrastructure company, operating 200+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.We are a fast-growing global company with 70+ consecutive quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of nearly 10,000 companies, including 1,800+ networks and 2,900+ cloud and IT service providers in over 26 countries spanning five continents.  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. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success. Job SummarySells Equinix solutions to new accounts and/or expands existing accounts. Focus on largest global accounts in region. Facilitate strategic account planning, leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.ResponsibilitiesPlans, builds, and maintains relationships with key partners in assigned accounts/prospectsFacilitates customer relationships to ensure timely resolution of customer issuesConducts quarterly business reviews with customers to identify and develop new selling opportunitiesLeads 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 Alliance, etc.)Collaborates with global sales team to sell global Equinix platformDemonstrates consistent cross region exportsUnderstands business drivers of accounts and uses strategic alliances and reseller partners to penetrate accountsResearches and documents detailed understanding of customer business and organizational landscapeYou develop strategic account plans that are focused on maintaining/growing accountsDrives strategic, global & multi-line of business global account plansIdentifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAsYou are responsible for leading delivery of pitch, using SE/SAs where appropriate; you adapt pitch to customer needs and personaProven proficiency of Equinix product set and solutionsSells full suite of Equinix offerings to include global footprintUtilizes external partners to drive solution development in new areas/prospectsDedicatedly addresses high churn risk customersFacilitates customer contract renewals and negotiations to protect revenueYou utilize internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposureActively monitors and maintains status of opportunities in SFDC, following the principles of forecastingIdentifies at risk accounts, expiring contracts and forecasts churnPrioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectivesProvides accurate forecastsYou may focus on particular vertical or sub-vertical within a dedicated sectorCoordinates with Opportunity Development Team to strategize lead & sales opportunity qualificationPursues the highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; using industry contact sand partnersYou actively prospect account base to sell the Equinix global platform and you achieve exports outside of countryUtilizes available tools to prospect and use account strategy plansLeads commercial offer and contract negotiations, using internal resources as needed to obtain best commercial terms possibleUnderstands commercial levers and problem solves to make initial recommendations on deal structurePartners with sales leadership to present at regional deal reviewMentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practicesQualifications10+ years experience preferredTS/SCI with Full Scope Polygraph preferredExperience selling to the DOD/IntelBachelor's Degree requiredEquinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.