Senior Account Executive 2

Who are we?

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
Accelerate Equinix’s growth in market share and revenue within the Network Service Provider’s Industry customer segment by identifying new opportunities within key assigned NSP accounts and work cross-functionally to expand and grow existing business. Protect/expand revenue in assigned accounts and ensure high customer satisfaction.

Knowledge & Application: Applies broad expertise & knowledge in highly specialized fields specifically past experience working for or with Network Service Providers or several related disciplines. Leads & contributes to development of company objectives & principles to achieve goals in creative & effective ways. 

Complexity & Problem Solving: Works on significant & unique issues where analysis of situations or data requires an evaluation of intangibles. Requires conceptual thinking to understand advanced issues & implications.

Discretion & Impact: Exercises independent judgment in methods, techniques & evaluation criteria for obtaining results.  Accountable for results, which may impact the entire function.

Collaboration and Interaction: Creates formal networks involving coordination among groups. Focuses on providing thought leadership & works on broader organization projects, which requires understanding of wider business. Requires conveying advanced information & persuading several diverse stakeholders/audiences. Recognized internally as a subject matter expert. May direct the activities of others.

Responsibilities

Build Customer Relationships

• Plans, builds, and maintains relationships with key stakeholders in assigned Network Service Provider Industry Segment accounts/prospects

• Facilitates customer relationships to ensure timely resolution of customer issues

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

• Leads Executive Briefings

Leverage Internal & External Partners

• 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 leverages strategic alliances and reseller partners to penetrate accounts

Account Planning

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

• Drives strategic, global, multi-line of business global account plans with Equinix top customers globally

• Drives coordinated selling approach and account planning with global counterparts

Solution Selling

• Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs

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

• Proven proficiency of Equinix product set and solutions

• Sells full suite of Equinix offerings to include global footprint and achieves exports

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

Contract Renewals

• Proactively addresses high churn risk customers leveraging internal resources and external partners

• Facilitates customer contract renewals and negotiations to protect revenue

• Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure

Pipeline Management

• Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting

• Identify at risk accounts, expiring contracts and