Senior Account Executive - Defence and Federal Government

Job Summary

We are seeking a dynamic and seasoned account executive with a proven track record supporting the missions of the Defence sector (specifically the Defence ecosystem) as well as Federal Government agencies with a global presence. The ideal candidate will have deep knowledge of the Defence vertical, a network of key contacts, a passion for helping to enable the mission and achieving sales targets while upholding the highest standards of integrity. An active NV1, or ability to obtain the clearance, is required.

Responsibilities

• Drives Equinix Australia's Defence and National Security sales program, focused primarily on the Defence ecosystem (as opposed to the Department of Defence)

• Targets agencies such as AFP, DFAT and Austrade, to whom Equinix can offer a global value proposition beyond a pure local play.

• Facilitates customer relationships to ensure timely resolution of customer issues.

• Conducts quarterly business reviews with customers to identify and develop new selling opportunities.

• Leads 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 platform

• Demonstrates consistent cross region exports

• Understands business drivers of accounts and uses strategic alliances and reseller partners to penetrate accounts

• Researches and documents detailed understanding of customer business and organizational landscape

• Develops strategic account plans that are focused on maintaining/growing accounts

• Drives strategic, global & multi-line of business global account plans

• Leads delivery of pitch, using SE/SAs where appropriate; you adapt pitch to customer needs and persona

Qualifications

• 7+ years Sales experience preferred

• National Security Clearance, or ability to obtain one required (Australian Citizen)

• Experience selling to the DOD/National security/Intel Community/Defence Primes

• Bachelor's Degree required