Senior Account ExecutiveSenior Account ExecutiveEquinix is the world’s digital infrastructure company, operating 240+ data ceters 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 20 years of consecutive quarterly growth*. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of 10,000+ companies, including 2,100 networks and 3,000+ cloud and IT service providers in 32 countries spanning six 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. *As of Quarter 4 2022Job SummaryThe Account Executive is part of a dedicated, vertical focused sales team based in the Netherlands. You will be responsible for discovering, qualifying, developing and closing opportunities within a set of assigned accounts (existing customers), delivering on the agreed targets and KPI’s. In addition, you are responsible for maintaining and growing customer satisfaction and revenue from assigned accounts (existing customers). To achieve this, you develop strategic account plans with sales engineering, marketing and solution architects. You will manage the multi-level relationships between the customer and the Equinix executive team, and work closely with strategic partners and systems integrators in the assigned market segments to fully sell the Equinix ecosystem. In addition, you determine the strategic positioning through the use of conceptual selling, business case definition and ROI analysis. You report to the vertical Sales Manager, and are based in Amsterdam.ResponsibilitiesWorking closely with the Sales Manager to develop, execute and continuously improve the sales strategy, tactics and sales plans for assigned accounts and prospectsAccurately forecasting wins/losses for assigned accountsAchieving the quarterly and annual sales targets in line with the budgeted bookings, pricing and profitability levelsForecasting and mitigating losses (churn and price decreases)Accurately reporting to the Sales ManagerKey pipeline and churn developments as and when relevantGeneral pipeline developments and wins/loss expectations on a weekly basisWins/loss commitments on a bi-weekly basisMarket developments on a monthly basis or as and when relevantConducting market exploration/analysis and segmentation together with marketing in order to devise new business approaches and strategiesProactively engaging with organizations to identify and initiate opportunities to generate new businessOrganizing meetings with executives from large organizations to create new sales opportunities for EquinixDiscovering, qualifying, developing and closing opportunities new business from incoming enquiries and assigned accounts (including RFP’s and formal proposals), working together with sales engineering and solution architectsAttending external exhibitions, trade and roadshows and customer eventsFor the assigned vertical, managing several key accounts (account management), including:Establishing and strengthening relationships with key contacts within the accountsActing as the primary customer interface for all matters related to existing and new contracts, working closely with Customer Service, Finance and/or OperationsIdentifying and developing opportunities to grow the accounts profitably and sustainably, both locally and in other areas of the European businessProactively ensuring an optimal customer experience, engaging with internal stakeholders as necessaryAccurately forecasting wins/churn for all assigned accountsTimely managing and mitigating churn/revenue loss for all assigned accountsDeveloping account plans for in line with management guidelinesEnsuring diligent and accurate use of the CRM system, and any other reporting as requested by managementProviding continuous feedback to the Sales Manager on the performance of the company as perceived by the customers, with a view to improvementEnsuring that other sales functions within the business (including Global/Major account teams and other country sales teams) are supported efficiently and timelyQualificationsProven years of experience in sales, of which 5+ years working as an account manager in the datacenter, telecoms or IT services industry, within internationally operating companiesStrong technical understanding of datacenter, telecoms and IT services marketsUnderstanding of business challenges is a preAn excellent track record of success in selling to (global) organizations and international teamsConsistently (over-)achieved personal targetsExtensive experience in negotiating and winning complex, high-value recurring revenue contractsThe ability to engage and persuade at a multiplicity of levels, both internally and within customer organizations, including executive levels, and building strong stakeholder relationshipsStrong forecasting skillsExceptional time management skills, with good organizational skills and the ability to prioritize. The ability to produce work to a consistently high standard within tight deadlinesSound problem solving skills: a creative approach with the ability to develop new ideasCapability to work independently and as part of a teamExperience with conceptual selling and other relevant sales methodologies (Miller Heiman/Solution Selling/SPIN/Strategic Selling etc.)Excellent communications skills in English and local language, both oral and writtenProficient in Outlook, Excel, Word and PowerPoint. Experience with CRM software (pref. Salesforce)Preferably, you haveExperience in selling and managing complex accounts in a datacenter/ technology/ infrastructure environment, selling to (multi-national) carrier, cloud, telecoms, managed services provider and/or enterprise customersStrong contacts within organizations that are part of the Equinix customer/partner ecosystemPerson Specification, You are:Inspiring, motivating and trusted by those who work with youPragmatic, grounded and focused on resultsA self-starter with a ‘can do’ attitudeA good planner, with solid time management skills and the ability to work calmly under pressureComfortable with taking personal/team responsibility and being held accountableA strong communicator, sensitive to internal and external stakeholders expectations and able to manage them accordinglyConfident and professional in appearanceEquinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you need assistance in applying for an open position, you may send an email to Staffing@equinix.com. Please provide your contact information and let us know how we can assist you.Equinix 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.
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