Sr. Account Executive 2, Mid - market Sales

Senior Account Executive

Equinix is the world's digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet. A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future. A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You'll work across teams, influence key decisions, and help shape the path forward. You'll find belonging, purpose, and a team that welcomes you—because when you feel valued, you're empowered to do your best work.

Job Summary

The Senior Account Executive sells Equinix solutions to mid-market new accounts and/or expands existing accounts. Acts as lead or SME resource for more junior members on the corporate sales team. Majority of interaction with customer via phone and email. Occasional travel to local accounts.

Responsibilities

• Building Customer Relationships
• Building and maintaining relationships with key stakeholders in assigned accounts/prospects
• Facilitating customer relationships to ensure timely resolution of customer issues
• Conducting quarterly business reviews and leading executive briefings on occasion
• Leveraging Internal Partners & Channel
• Leading and driving coordinated sales approach with the extended sales team and external partners
• Leveraging network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
• Understanding business drivers of accounts and leveraging strategic alliances and reseller partners to penetrate accounts
• Account Planning
• Researching and documenting detailed understanding of customer business and organizational landscape on select accounts as needed
• Developing account plans focused on maintaining/growing accounts on occasion
• Driving coordinated selling approach and account planning with global counterparts
• Solution Selling
• Identifying customer's business needs, challenges, and technical requirements and recommending to Equinix solutions
• Leading sales pitch delivery, leveraging SEs where appropriate; adapting pitch to customer needs and persona
• Selling full suite of Equinix offerings to include global footprint
• Leveraging external partners to drive solution development in new areas/prospects
• Contract Renewals
• Addressing high churn risk customers leveraging internal resources and external partners
• Facilitating customer contract renewals and negotiations to protect revenue
• Leveraging internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure
• Pipeline Management
• Monitoring and maintaining status of opportunities in SFDC, following the principles of forecasting
• Identifying at risk accounts, expiring contracts and forecast churn
• Territory Planning
• Prioritizing list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts
• Prospecting
• Coordinating with Opportunity Development Team on a strategy for lead & sales opportunity qualification
• Pursuing highest propensity prospects, filling the funnel with opportunities; pitching prospects and leveraging industry contacts and partners
• Prospecting account base to sell global platform and exporting outside of country
• Negotiation
• Leading commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
• Understanding commercial levers and problem solving to make initial recommendations on deal structure
• Team Lead
• Providing guidance and subject matter expertise to more junior team members
• Assisting with onboarding and training new team members on occasion

Qualifications

• Typically requires a Bachelor's degree and 5+ years of related experience or equivalent work experience

Equinix 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.

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.