Senior Account Executive

Senior Account Executive

Job Summary

The Account Executive’s goal is to accelerate Equinix’s growth in market share and revenue by executing the Sales strategy within an assigned region. The account executive will be responsible for protecting and growing revenue in assigned accounts. They will be working cross-functionally to drive a very high level of customer satisfaction in mature accounts. They will work in partnership with the Sales team in the region and will carry a quota.

Responsibilities

• Builds and maintains customer relationships with key stakeholders in assigned accounts/prospects

• You facilitate customer relationships to ensure timely resolution of customer issues

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

• You coordinate sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliances, etc.)

• Collaborates in country to sell global Equinix platform, occasionally selling with peers outside their territory.

• Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts

• You research and document detailed understanding of customer business and organizational landscape on select accounts

• Develops account plans focused on maintaining/growing accounts

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

• You deliver pitch on Equinix product set and solutions, collaborating with SE/SAs

• You have an understanding of Equinix product set

• Sells full suite of Equinix offerings to include global footprint

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

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

• You facilitate customer contract renewals and negotiations to protect revenue

• Leverages 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 pipeline management

• You identify at risk accounts, expiring contracts and forecasts churn

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

• You provide accurate forecasts

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

• Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification

• Pursues highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts

• You facilitate the commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible

• Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure

• You are open to mentorship from leadership and more senior Account Executives

Qualifications

• 3+ years experience preferred

• Minimum 5-7 years of experience in an account management role

• Proven ability in planning and executing account strategies

• Proficient at maintaining effective long-term business relationships with key decision makers

• Proficiency in negotiating agreements, strong negotiation skills a must

• Ability to successfully prioritize and manage pipeline of accounts

• Bachelor's Degree required