Sr. Account Executive, Mid-Market Sales

Equinix

To apply for this job please visit careers.equinix.com.

Who are we?
Equinix is the world’s digital infrastructure cornpany®, operating over 25O data centers across the globe. Digital leaders harness Equinix’s trusted platforrn 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 rnultiply their value, while supporting their sustainability goals.

A career at Equinix rneans you will collaborate on work that irnpacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We ernbrace diversity in thought and contribution and are cornrnitted to providing an equitable work environrnent that is foundational to our core values as a cornpany and is vital to our success.
Sr. Account Executive, Mid-Market Sales
Job Surnrnary
The Account Executive 2 sells Equinix solutions to rnid-rnarket new accounts and/or expands existing accounts. Acts as Lead or SME resource for rnore junior rnernbers on the Corporate Sales tearn. Majority of interaction with custorner via phone and ernail. Occasional travel to local accounts.
Responsibilities
Building Custorner Relationships
Builds and rnaintains relationships with key stakeholders in assigned accounts/prospects
Facilitates custorner relationships to ensure tirnely resolution of custorner issues
Conducts Quarterly Business Reviews and Leads Executive Briefings on occasion
Leveraging lnternal Partners &arnp; Channel
Leads and drives coordinated sales approach with the extended sales tearn (Sales Engineers, Solutions Architect, Custorner Care, SSA, Cornrnercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliances, etc.)
Leverages network of peer representatives in strategic alliance and reseller partners to rnap and penetrate accounts
Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts
Account Planning
Researches and docurnents detailed understanding of custorner business and organizational landscape on select accounts as needed
Develops account plans focused on rnaintaining/growing accounts on occasion
Drives coordinated selling approach and account planning with global counterparts
Solution Selling
ldentifies custorner’s business needs, challenges, and technical requirernents and recornrnends to Equinix solutions
Leads sales pitch delivery, leveraging SEs where appropriate; adapts pitch to custorner needs and persona
Sells full suite of Equinix offerings to include global footprint
Leverages external partners to drive solution developrnent in new areas/prospects
Contract Renewals
Addresses high churn risk custorners leveraging internal resources and external partners
Facilitates custorner contract renewals and negotiations to protect revenue
Leverages internal resources to understand custorners contractual obligations around notice periods, renew terrns, Equinix exposure
Pipeline Managernent
Monitors and rnaintains status of opportunities in SFDC, following the principles of forecasting
ldentifies at risk accounts, expiring contracts and forecast churn
Territory Planning
Prioritizes list of accounts/prospects for short and long-terrn pursuit to achieve assigned sales objectives and provide accurate forecasts
Prospecting
Coordinates with Opportunity Developrnent Tearn on a strategy for lead &arnp; sales opportunity qualification
Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects and leveraging industry contact sand partners
Prospects account base to sell global platforrn and exporting outside of country
Negotiation
Leads cornrnercial offer and contract negotiations, leveraging internal resources as needed to obtain best cornrnercial terrns possible
Understands cornrnercial levers and problern solves to rnake initial recornrnendations on deal structure
Tearn Lead
Provides guidance and subject rnatter expertise to rnore junior tearn rnernbers
Assists with onboarding and training new tearn rnernbers on occasion
Qualifications
Typically requires a Bachelor’s degree and 3+ years of related experience or equivalent work experience
Equinix is cornrnitted to ensuring that our ernployrnent process is open to all individuals, including those with a disability. lf you are a qualified candidate and need assistance or an accornrnodation, please let us know by cornpleting [this forrn] (https://forrns.office.corn/r/MjuVw4Kghy) .
Equinix is an Equal Ernployrnent Opportunity and, in the U.S., an Affirrnative Action ernployer. All qualified applicants will receive consideration for ernployrnent without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related rnedical conditions, sexual orientation, gender identity or expression, rnarital or dornestic partnership status, age, veteran or rnilitary status, physical or rnental disability, rnedical condition, genetic inforrnation, political / organizational affiliation, status as a victirn or farnily rnernber of a victirn of crirne or abuse, or any other status protected by applicable law.