Sr. Account Executive 1, Mid-Market Sales

<p><b>Who are we?</b></p><p><span><span>Equinix is the world’s digital infrastructure company</span></span><span><span>®</span></span><span><span>, </span><span>operating</span><span> </span><span>over </span><span>26</span><span>0</span><span> data centers across the globe</span><span>.</span><span> </span><span>Digital </span><span>leaders</span><span> harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, </span><span>partners</span><span> and possibilities to scale with agility, speed the launch of digital services, deliver world-class </span><span>experiences</span><span> and multiply their value, while supporting their sustainability goals.</span></span><span> </span></p><p><span> </span></p><p><span><span>A career at Equinix means you will collaborate on work that </span><span>impacts</span><span> the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. </span></span><span><span>We embrace diversity in thought and contribution and are committed to </span><span>providing</span><span> </span><span>an equitable</span><span> work environment that is foundational to our core values as a company and is vital to our success.</span><span> </span></span><span> </span></p><p></p><p></p>Sr. Account Executive 1, Mid-Market Sales<p></p><p></p><p><b>Job Summary</b></p><p>The Account Executive sells Equinix solutions to new accounts within a unique scope. Leads negotiation process, on local and multi-region/ multi-metro sales.</p><p></p><p><b>Responsibilities</b></p><ul><li><p>Viewed as an individual contributor sales account manager with broad expertise or unique knowledge</p></li><li><p>Uses skills to contribute to development of company objectives and principles and to achieve goals in creative and effective ways</p></li><li><p>Works on significant and unique issues where analysis of situations or data requires an evaluation of intangibles</p></li></ul><p></p><p>Prospecting</p><ul><li><p>Partners with other Sales stakeholders to strategize and lead sales opportunity qualification</p></li><li><p>Pursues 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 partners</p></li><li><p>Actively prospects the development of new accounts to sell global platform and achieves outside of country </p></li><li><p>Builds relationships with key stakeholders at prospect companies  </p></li><li><p>Utilizes available tools to prospect new opportunities</p></li></ul><p></p><p>Leverage Internal &amp; External Partners</p><ul><li><p>Leads sales approach with the extended sales teams and external partners</p></li><li><p>Collaborates with global sales team to sell global Equinix platform</p></li><li><p>Demonstrates consistent cross region exports</p></li><li><p>Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate new accounts</p></li><li><p>Creates formal networks involving coordination among groups</p></li></ul><p></p><p>Account Planning</p><ul><li><p>Researches and documents detailed understanding of prospect business and organizational landscape on high priority prospects</p></li><li><p>Exercises independent judgment in methods, techniques and evaluation criteria for obtaining results</p></li><li><p>Effectively transitions account to Account Manager, maintaining customer satisfaction to ensure future revenue growth</p></li></ul><p></p><p>Solution Selling</p><ul><li><p>Focuses on critical, large, complex, high visibility, strategic, or tactically important accounts</p></li><li><p>Identifies prospect’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with Sales Engineers (SEs) and Sales Architects (SAs)</p></li><li><p>Leads delivery of expert, compelling pitch, leveraging SE/SAs where appropriate; customizes pitch to prospects and persona </p></li><li><p>Proven proficiency of Equinix product set and solutions</p></li><li><p>Sells full suite of Equinix offerings to include global footprint and achieves exports</p></li><li><p>Leverages external partners to drive solution development in new areas/prospects</p></li></ul><p></p><p>Pipeline Management</p><ul><li><p>Actively monitors and maintains status of opportunities in Salesforce Database, following the principles of forecasting while using their broad expert knowledge of skills to resolve significant and unique issues</p></li></ul><p></p><p>Territory Planning</p><ul><li><p>Prioritizes list of prospects for short and long-term pursuit to achieve assigned sales objectives</p></li><li><p>Provides accurate forecasts</p></li><li><p>May focus on a particular vertical or sub-vertical within a dedicated sector</p></li></ul><p></p><p>Negotiation</p><ul><li><p>Leads commercial offer and contract negoti