Client Executive, VMwareEquinix is the world’s digital infrastructure company, operating 245+ 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+ quarters of 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 2,000+ 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.Job SummaryThe Client Executive is responsible leading Equinix’s relationship with VMware. This role reports to the SVP of Global Strategic Alliances and requires successful management of strategic business relationships including C-Level executives, VP and GM level managers, technical, and product executives responsible for the Cloud including Infrastructure strategy within their organization. Your goal will be to maintain and grow Equinix’s share of global IT spend within these strategic accounts over both the short and long-term.ResponsibilitiesBuild Customer RelationshipsDevelops and maintains relationships with regional/global customer executives to drive global bookings/revenue growth in assigned accountsManages the engagement with the customer as a strategic alliance relationshipIdentifies larger trends in customer issues across the account and develops action plans for long term improvements, implementing best practicesEngages Equinix Executives in the AccountLeverage Internal Partners & ChannelDevelops and manages successful partnerships with internal organizations to support the strategic customer relationship, including Solutions Architects, Sales Engineering, Contracts, Billing, FP&A, Product Marketing, and Business Development at the regional or global levelResolves complex and diverse customer issuesDelivers a global account plan to senior executives on a semi-annual basis and manages implementation of account plan regionally or globallyAccount Strategy/PlanningDevelops global strategic account plan from detailed strategic region/territory plansManages account activity relative to quarterly and fiscal year plan, creates executive reports with understanding of customer life cycleInfluences long term planning for accountDrives coordinated selling approach and account planning with global counterparts and continually communicates global account strategy to internal partners and stakeholders in the region/globallySolution SellingSynthesizes customer’s business needs, challenges, and technical requirements from regions and recommends Equinix solutionsIf applicable, sells business value of Equinix "sell with" activities to global customer extending value of Equinix platformLeads delivery of expert, compelling approach, leveraging the global account strategySells Equinix as a strategic partner and incorporates the full suite of Equinix offerings including global footprintLeverages external partners to drive solution development in new areas/prospectsContract Management/RenewalsDevelops detailed understanding of commercial terms and problem solves regional/global implications, making decisions on more complex issues to drive deal alignment and with long term strategyProactively addresses high churn risk customers, leveraging internal resources and external partner, to resolve issuesDrives customer contract renewals and negotiations to protect revenueDevelops, defines, and implements global channel/reseller relationships with targeted accountsPipeline ManagementMonitors and updates on pipeline and forecast status (‘Five to Forecast’) of each account/opportunity for current and future quartersManages prioritization of opportunities for short- and long-term pursuit to achieve regional/global objectivesAnalyzes trends across the account and develops plans to minimize and forecast churnNegotiationLeads complex 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 structure; overcomes objections and positions at senior levels in accountPartners with sales leadership to present at regional/global deal reviewQualifications10+ years experience preferredBachelor's degree preferredThe targeted pay range for this position in the following location is / locations are:• San Francisco, CA / Bay Area: $270,000 to $404,000• Colorado, Nevada, Rhode Island: $241,000 to $360,000Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.As an employee, you become important to Equinix’s success. To help you achieve professional and personal goals, we provide competitive compensation and benefits programs that include a blend of rewards to attract, motivate, recognize, and retain talented people like you. We offer you key rewards including base pay and incentive pay, benefits for health and wellness, retirement plans for your future, and recognition programs. We’re committed to our employees by providing ongoing dialogue, education and resources that enable you to thrive and make informed decisions at each life stage.Equinix 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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