Senior Federal Account Executive - DOD/IC

Who are we?

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 Federal Account Executive - DOD/IC

Equinix is the world’s digital infrastructure company, operating 200+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.

We are a fast-growing global company with 70+ consecutive quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of nearly 10,000 companies, including 1,800+ networks and 2,900+ cloud and IT service providers in over 26 countries spanning five continents.  

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

Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on largest global accounts in region. Facilitate strategic account planning, leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.

Responsibilities

• Plans, builds, and maintains relationships with key partners in assigned 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 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 uses strategic alliances and reseller partners to penetrate accounts

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

• You develop strategic account plans that are focused on maintaining/growing accounts

• Drives strategic, global & multi-line of business global account plans

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

• You are responsible for leading delivery of pitch, using SE/SAs where appropriate; you adapt pitch to customer needs and persona

• Proven proficiency of Equinix product set and solutions

• Sells full suite of Equinix offerings to include global footprint

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

• Dedicatedly addresses high churn risk customers

• Facilitates customer contract renewals and negotiations to protect revenue

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

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

• Identifies at risk accounts, expiring contracts and forecasts churn

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

• Provides accurate forecasts

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

• Coordinates with Opportunity Development Team to strate