Senior Account Executive (Federal-FSI)

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 

We are seeking a dynamic and seasoned Account Executive with a proven track record supporting the Federal/Civilian sector. The ideal candidate will have deep knowledge of Civilian agencies, a strong network of key contacts, and extensive experience working with and selling to Federal System Integrators (FSIs). The preferred candidate will bring established FSI relationships, demonstrate hunter level acquisition skills, and consistently drive new pipeline in a sell-to motion. A passion for achieving sales targets while upholding the highest standards of integrity is essential. Security clearance is preferred but not required. 

Responsibilities 

• Develop and maintain strong relationships with Federal Civilian agencies and Federal Systems Integrators (FSIs) to drive a proactive sell‑to motion and generate new business

• Lead a coordinated sales strategy with internal teams and external partners—including Sales Engineering, Customer Success, resellers, and FSIs—to deliver integrated solutions and expand Equinix’s presence

• Conduct regular customer and partner business reviews to identify new opportunities, deepen account penetration, and address challenges

• Create and execute strategic account plans that balance account growth, new logo acquisition, and long‑term pipeline development

• Understand customer missions, organizational structures, and technical requirements; align Equinix solutions and deliver tailored executive‑level pitches

• Utilize tools such as SFDC and GovWin to manage pipeline, forecast accurately, analyze Federal IT spend, and prioritize target accounts

• Lead contract renewals, negotiations, and commercial structuring to protect revenue and secure optimal terms

• Identify and mitigate risks—including churn, contract expirations, and shifting priorities—while proactively driving retention

• Collaborate with global sales teams to position the full Equinix platform and ensure consistent cross‑region engagement

• Prospect within assigned accounts and the broader sector to build a healthy funnel, leveraging industry networks and key FSI partners

• Present strategic and large deals to leadership for alignment, internal planning, and stakeholder engagement 

Qualifications 

• 7+ years of experience preferred selling to the U.S. Federal Government

• Security Clearance preferred

• Knowledge of federal procurement processes, compliance standards, and contract vehicles

• Experience working with Federal System Integrators, including demonstrated ability to sell to FSIs

• Proven hunter with strong acquisition skills and demonstrated success driving new pipeline

• Bachelor’s Degree required

The targeted pay range for this position in the following location is / locations are:

United States - DC97 Washington DC : 313,000 - 469,000 USD / Annual

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location.The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.

The targeted pay range listed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be of