Senior Account Executive

Senior Account ExecutiveEquinix is the world’s digital infrastructure company, operating 240+ 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 20 years of continuous 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.Job SummarySenior Account Executive sells Equinix solutions to new accounts within a complex scope. Focus on larger domestic and global accounts. Leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.ResponsibilitiesViewed as an expert in the field with wide-ranging experienceUses professional concepts and company objectives to resolve complex issues in creative and effective waysWorks on complex issues where analysis of situations or data requires an in-depth evaluation of variable factorsProspectingPartners with other Sales stakeholders to strategize and lead sales opportunity qualificationPursues highest propensity prospects with no current revenue and fills the funnel with opportunities while pitching prospects primarily at C-level and leveraging industry contacts and partnersActively prospects account base to sell global platform and achieves exports outside of countryBuilds relationships with key stakeholders at prospect companies Utilizes available tools to prospect new opportunitiesLeverage Internal & External PartnersLeads sales approach with the extended sales teams and external partnersCollaborates 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 new accountsNetworks with key contacts outside own area of expertiseAccount PlanningResearches and documents detailed understanding of customer business and organizational landscape on high priority prospectsExercises judgement in selecting methods, techniques and evaluation criteria for obtaining resultsEffectively transitions account to Account Manager, maintaining customer satisfaction to ensure future revenue growthSolution SellingResponsible for large, complex, high visibility, strategic, or tactically important accountsIdentifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with Sales Engineers (SEs) and Sales Architects (SAs)Leading 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/prospectsPipeline ManagementActively monitors and maintains status of opportunities in SalesForce Database, following the principles of forecasting while using wide-ranged advanced experience to resolve complex issuesTerritory PlanningPrioritizes list of prospects for short and long-term pursuit to achieve assigned sales objectivesProvides accurate forecastsMay focus on a particular vertical or sub-vertical within a dedicated sectorNegotiationLeads commercial offer and contract negotiations, leveraging internal resources as needed to obtain the best commercial terms possible Understands commercial levers and problem solves to make initial recommendations on deal structurePartners with Sales leadership to present at regional deal reviewMentorship / LeadDetermines methods & procedures on new assignments; may coordinate project work for othersMentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practicesQualificationsTypically requires a Bachelor’s degree and 8+ years of related experience or equivalent work experienceEquinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.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.