Senior Account Executive 1

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

 The Senior Account Executive, SLED will play a crucial role in driving Equinix's growth within the State, Local, and Education market for the Northeast region of the United States. This role involves driving sales and cultivating long-term relationships with State, Local, and Education (SLED) organizations. Your primary objective will be to acquire new customers (80% focus) by delivering innovative solutions tailored to their specific needs, while also retaining existing customers (20% focus). This position requires an energetic, highly motivated, self-starter who can effectively manage existing client relationships while also developing new accounts. The successful candidate will adopt a solution-based selling approach, have a strategic selling mindset, and actively pursuing new logos in their territory.

Responsibilities

Solution Selling

• Identify customer needs, challenges, and technical requirements and align them with Equinix solutions

• Deliver effective pitches, adapting them to customer needs and persona

• Demonstrate expertise in Equinix product set and solutions

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

Territory Planning

• Develop and execute strategic account plans to strengthen relationships with existing SLED customers

• Identify and pursue cross-selling and upselling opportunities within existing accounts.

• Conduct thorough research and document customer business and organizational landscape

• Develop and implement state-level and account-level strategic plans, utilizing internal and external resources

New Customer Acquisition

• Identify and pursue new business opportunities within the SLED sector

• Engage with key decision-makers and influencers to understand their organizational goals and challenges

• Present tailored solutions that align with customers' digital transformation initiatives and compliance requirements

Sales Strategy and Execution

• Collaborate with organizations to navigate their complex government procurement processes and compliance requirements, i.e. StateRAMP, GSA, OMNIA, etc.    

• Leverage specialized knowledge of SLED to develop and implement effective sales strategies

• Meet and exceed sales targets and Key Performance Indicators (KPI’s) by effectively managing the sales cycle from lead generation to closing deals

Collaboration and Teamwork

• Work closely with internal partners such as Legal, Technical Sales and Product Marketing teams to ensure seamless delivery of solutions and services

• Engage with the Customer Success team to utilize their expertise in achieving customer satisfaction and opportunities for up-selling existing customers

• Participate in regular training and development sessions to stay current with Equinix products, solutions, and market trends

• Attend various SLED conferences in your region and meet with organizational leaders and potential channel partners to drive thought leadership and collaboration

Reporting and Documentation

• Maintain accurate records of sales activities, customer interactions, and deal progress in Salesforce (SFDC)

• Provide regular sales forecasts and reports to management, highlighting key wins and areas for improvement

• Ensure all sales contracts and docu