Senior Account Executive 1

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 Account Executive 1Job SummarySells Equinix solutions to new accounts and/or expands existing accounts. Focus on larger domestic and global accounts. Facilitate strategic account planning, leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.ResponsibilitiesBuild Customer RelationshipsPlans, builds, and maintains relationships with key stakeholders 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 Executive BriefingsLeverage Internal & External PartnersLeads 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 leverages strategic alliances and reseller partners to penetrate accountsAccount PlanningResearches and documents detailed understanding of customer business and organizational landscapeDevelops strategic, global account plans focused on maintaining/growing accountsDrives strategic, global & multi-line of business global account plansSolution SellingIdentifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAsLeading delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs and personaProven proficiency of Equinix product set and solutionsSells full suite of Equinix offerings to include global footprint and achieves exportsLeverages external partners to drive solution development in new areas/prospectsContract RenewalsProactively addresses high churn risk customers leveraging internal resources and external partnersFacilitates customer contract renewals and negotiations to protect revenueLeverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposurePipeline ManagementActively monitors and maintains status of opportunities in SFDC, following the principles of forecastingIdentifies at risk accounts, expiring contracts and forecasts churnTerritory PlanningPrioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectivesProvides accurate forecastsMay focus on particular vertical or sub-vertical within a dedicated sectorProspectingCoordinates with Opportunity Development Team to strategize lead & sales opportunity qualificationPursues highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; leveraging industry contact sand partnersActively prospects account base to sell global platform and achieves exports outside of country · Utilizes available tools to prospect and leverage account strategy plansNegotiationLeads commercial offer and contract negotiations, leveraging 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 reviewMentorship/LeadMentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practicesQualifications7+ years experience preferredBachelor'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.