Sr. Account Executive, 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 work environment that is foundational to our core values as a company and is vital to our success. </span></span></p><p></p><p><b>Job Summary</b></p><p>The Account Executive, Corporate Sales sells Equinix solutions to small and mid-market new accounts and/or expands existing accounts. Majority of interaction with customer via phone and email. Occasional travel to local accounts.</p><p></p><p>Fluent verbal and written English and additional <span><span>Finnish/Norwegian/Swedish</span></span> communication skills are essential.</p><p></p><p><b>Responsibilities</b></p><p>Building Customer Relationships</p><ul><li><p>Builds and maintains relationships with key partners in assigned accounts/prospects</p></li><li><p>Facilitates customer relationships to ensure timely resolution of customer issues</p></li></ul><p></p><p>Leveraging Internal Partners &amp; Channel</p><ul><li><p>Coordinates 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.)</p></li><li><p>Uses network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts</p></li></ul><p></p><p>Account Planning</p><ul><li><p>Researches and documents detailed understanding of customer business and organizational landscape on select accounts as needed</p></li><li><p>Develops account plans focused on maintaining/growing accounts on occasion</p></li></ul><p></p><p>Solution Selling</p><ul><li><p>Identifies customer’s business needs, challenges, and technical requirements and matches to Equinix solutions in partnership with SEs/SAs</p></li><li><p>Delivers pitch on Equinix product set and solutions in partnership with SE/SAs</p></li><li><p>Sells full suite of Equinix offerings to include global footprint</p></li><li><p>Uses external partners to drive solution development in new areas/prospects</p></li></ul><p></p><p>Contract Renewals</p><ul><li><p>Addresses high churn risk customers using internal resources and external partners proactively</p></li><li><p>Facilitates customer contract renewals and negotiations to protect revenue</p></li><li><p>Uses internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure</p></li></ul><p></p><p>Pipeline Management</p><ul><li><p>Monitors and maintains status of opportunities in SFDC, following the principles of forecasting</p></li><li><p>Identifies at risk accounts, expiring contracts and forecast churn</p></li></ul><p></p><p>Territory Planning</p><ul><li><p>Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts</p></li></ul><p></p><p>Prospecting</p><ul><li><p>Coordinates with Opportunity Development Team on a strategy for lead &amp; sales opportunity qualification</p></li><li><p>Pursues the highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts</p></li></ul><p></p><p>Negotiation</p><ul><li><p>Facilitates the commercial offer and contract negotiations in partnership with Sales Management, using internal resources as needed to acquire the best commercial terms possible</p></li><li><p>Partners with sales leadership, commercial solutions, and P&amp;L to recommend deal structure</p></li></ul><p></p><p><b>Qualifications</b></p><ul><li><p>Typically requires a Bachelor's degree and proven years of related experience or equivalent work experience</p></li><li><p>Full proficiency in English and Swedish is required, Finnish a nice-to-have</p></li></ul><p></p><p>What we offer</p><p>The opportunity to leave your mark in a company that is growing quickly and still manages