Acquisition Account Executive, Mid-Market Sales

Who are we?

Equinix is the world’s digital infrastructure company®, operating over 260 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. 

Job Summary

• To support our growing new acquisition sales team, based in Netherlands

• Responsible for building new business with (primarily) French customers.

• Influence and impact on the business you follow

• Sell Equinix solutions to new accounts within a unique scope.

• Focus on targeting SMB companies in region

• Oversees negotiation process

Responsibilities

Drives prospecting to accelerate growth

• Partners with other Sales stakeholders to strategize and lead sales opportunity qualification

• 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

• Actively prospects the development of new accounts to sell global platform and achieves outside of country 

• Builds relationships with key stakeholders at prospect companies  

• Utilizes available tools to prospect new opportunities

Forges trusting partnerships with partners and teams

• Leads sales approach with the extended sales teams and external partners

• Collaborates with global sales team to sell global Equinix platform

• Demonstrates consistent cross region exports

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

• Creates formal networks involving coordination among groups

Leads account and territory planning

• Researches and documents detailed understanding of customer business and organizational landscape on high priority prospects

• Exercises independent judgment in methods, techniques and evaluation criteria for obtaining results

• Effectively transitions account to Account Manager, maintaining customer satisfaction to ensure future revenue growth

• Prioritizes list of prospects for short and long-term pursuit to achieve assigned sales objectives

• Provides accurate forecasts

• May focus on a particular vertical or sub-vertical within a dedicated sector

Enhances solution selling

• Focuses on critical, large, complex, high visibility, strategic, or tactically important accounts

• Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with Sales Engineers (SEs) and Sales Architects (SAs)

• Leads delivery of expert, compelling pitch, leveraging SE/SAs where appropriate; customizes pitch to customer and persona 

• Proficiency of Equinix product set and solutions

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

Ensures excellence in pipeline management

• Actively monitors and maintains status of opportunities in our Sales Force Database, following the principles of forecasting while using their broad expert knowledge of skills to resolve significant and unique issues

Oversees negotiation for the most positive impact

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

• Understands commercial levers and problem solves to make initial recommendations on deal structure; overcome objections and position and engage and senior levels in account

Qualifications

• Ability to convey inf