Senior Client Executive - Nvidia

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Equinix is the world’s digital infrastructure company®, operating over 250 data centers across the globe. Digital leaders harness Equinix's trusted platform 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 multiply their value, while supporting their sustainability goals. 

 

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.  

Senior Client Executive - Nvidia

Job Summary 

The Senior Client Executive is responsible for leading Equinix’s relationship with Nvidia. This role reports to the VP of Joint Platform Solutions and Technology 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 Nvidia over both the short and long-term. 

 

Responsibilities 

Build Customer Relationships 

• Develops and maintains relationships with regional/global customer executives to drive global bookings/revenue growth 

• Manages the engagement with the customer as a strategic alliance relationship, encompassing “sell to”, “sell thru” (in partnership with our channel team), and eventually “sell with” 

• Identifies larger trends in customer issues across the account and develops action plans for long term improvements, implementing best practices 

• Engages Equinix Executives in the account 

 
Leverage Internal Partners & Channel 

• Develops and manages successful partnerships with internal organizations to support the strategic customer relationship, including Channel, Solutions Architects, Sales Engineering, Contracts, Billing, FP&A, Product Marketing, and Business Development at the regional or global level 

• Resolves complex and diverse customer issues 

• Delivers a global account plan to senior executives on a semi-annual basis and manages implementation of account plan regionally or globally 

 
Account Strategy/Planning 

• Manages account activity relative to quarterly and fiscal year plan, creates executive reports with understanding of customer life cycle 

• Influences long term planning for account 

• Drives coordinated selling approach and account planning with global counterparts and continually communicates global account strategy to internal partners and stakeholders in the region/globally 

 
Solution Selling 

• Synthesizes customer’s business needs, challenges, and technical requirements from regions and recommends Equinix solutions 

• Leads delivery of expert, compelling approach, leveraging the global account strategy 

• Sells Equinix as a strategic partner and incorporates the full suite of Equinix offerings including global footprint 

• Leverages external partners to drive solution development in new areas/prospects 

 
Contract Management/Renewals 

• Develops 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 strategy 

• Proactively addresses churn risk, leveraging internal resources and external partner, to resolve issues 

• Drives customer contract renewals and negotiations to protect revenue 

• Develops, defines, and implements global channel/reseller relationships 

 
Pipeline Management 

• Monitors and updates on pipeline and forecast status (‘Five to Forecast’) of each opportunity for current and future quarters 

• Manages prioritization of opportunities for short- and long-term pursuit to achieve regional/global objectives 

 
Negotiation 

• Leads complex commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible 

• Understands commercial levers and problem solves to make initial recommendations on deal structure; overcomes objections and positions at senior levels in account 

• Partners with sales lead