Senior Account Executive (SLED)

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

The primary responsibility of this role is the acquisition of new State, Local Government, and Education (SLED) customers within the assigned DMV territory (Delaware, Maryland, Virginia, and Washington, D.C.). This position is a hunter-focused, new logo sales role with a strong emphasis on outbound prospecting, relationship creation, and pipeline generation.

While the role includes responsibility for approximately 25 existing accounts, success is measured by the ability to identify, pursue, and close new opportunities across State, Local, and Education organizations.

Time Allocation

• 85% New Acquisition / 15% Account Management

Responsibilities

New Business Acquisition & Territory Ownership

• Own and execute a new customer acquisition strategy across the DMV SLED territory, including: State of Delaware, State of Maryland, Commonwealth of Virginia, and  Washington, D.C.  local government and education entities across the region

• Target net‑new agencies, institutions, and buying centers within assigned and whitespace accounts

• Drive new colocation and digital infrastructure sales within the assigned Equinix territory

• Play an integral role in defining account strategies and identifying priority target accounts

• Focus on opportunities that originate through outbound prospecting and hunting activities, which then convert into owned territory accounts

High‑Activity Sales Execution

• Maintain a high level of outbound sales activity including: Cold calling and proactive outreach Partner‑led prospecting Attending industry conferences, trade shows, and regional SLED events

• Pursue highest‑propensity prospects and consistently fill the sales funnel

• Pitch primarily to C‑level and senior government stakeholdersLeverage industry relationships, channel partners, and ecosystem connections to create new opportunities

Pipeline Development & Opportunity Management

• Coordinate with Opportunity Development teams to strategize lead qualification and opportunity advancement

• Actively monitor and maintain opportunity status in Salesforce, following best‑practice forecasting principles

• Identify at‑risk opportunities, expiring contracts, and churn risks

• Provide accurate sales forecasts using Salesforce and Clari

Tool Utilization

Utilize modern sales tools to drive prospecting, pipeline management, and territory execution, including:

• Outlook

• Salesforce (SFDC)

• Clari

• LinkedIn Navigator

• eRepublic / GovTech Navigator

• AI‑driven tools (e.g., ChatGPT) for research, messaging, and productivity

Build Prospect & Customer Relationships

• Plan, build, and maintain strong relationships with key stakeholders across SLED organizations

• Lead and participate in Executive Briefings

• Facilitate customer relationships to ensure timely resolution of issues

• Conduct Quarterly Business Reviews (QBRs) to uncover expansion and upsell opportunities

Leverage Internal & External Partners

• Lead a coordinated sales approach across internal teams (Sales Engineers, Solutions Architects, Customer Care, SSA, Commercial Solutions, Sales Operations)

• Collaborate with global sales teams to sell the full Equinix global platform

• Demonstrate consistent cross‑region exports

• Work closely with resellers, strategic alliance partners, and channel partners to penetrate accounts and scale opportunity creation

Account & Territory Planning

• Research and document a detailed understanding of customer business environments, organizational structures, and buying dynamics

• Develop and execute strategic territory and account plans focused on acquisition and expansion