Senior Account Executive (Digital Sales)

Who are we?

Equinix is the world’s digital infrastructure company®, operating over 250 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.  

Senior Account Executive (Digital Sales)

Job Summary

Sells Equinix digital solutions (Fabric, Network Edge, Metal) to new accounts and/or expands existing accounts. Focus on largest global accounts in region. Facilitate strategic account planning, leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.

Responsibilities

Product Solution Expertise

• Has in depth knowledge of all digital products, services and offerings. Shares industry best practices, our digital service product offerings, and their benefits to customers

• Supports building digital expertise and new products growth across field sales. Partners with Sales Account Executives on digital customer fit, pitch, personas, uses cases, common pain points, potential competitors, and how to handle objections

• Understands and works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors

• Maintains and grows expertise in leading transformational technology concepts and methodologies

• Develops market knowledge of partner solutions and uses cases, and product adjacent technologies to share with extended sales team

Build Customer Relationships

• Works as a business partner with account teams to develop digital pursuit strategies with customers and partners which are larger or more strategic in nature

• Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects and partners

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

• Advises others on complex matters

Territory/Account Planning

• In partnership with Sales Account Executive, builds and executes customer acquisition strategy to expand digital solutions market share in existing accounts and new logos

• Coaches Account Executives to qualify and prioritize digital services opportunities for short and long-term pursuit to achieve assigned sales objectives  

• Works as a business partner with account teams to develop pursuit strategies for engaging IT leadership. Engages and influences key stakeholders in assigned accounts, prospects, and partners.

• Develops initiatives to increase new digital product sales flow, senior client meetings and ways to position the comprehensive product portfolio

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

• Collaborates with the extended sales team throughout the customer life cycle. Contributes to post sale account planning and adoption

Product Solution Selling

• Understands business drivers, challenges, pain points and how Equinix digital solutions provide business outcomes that align to those initiatives. Works with Account Executives to identify customers’ business needs, challenges and technical requirements

• Leads SME Level presentations and compelling pitches

• Works closely with Solutions Architects to design digital solutions that drive customer outcomes

• Defines value metrics within the prospects/customers and delivers value assessments

• Engages and influences key decision makers within client base

• Facilitates resources necessary to further sales cycle such as Solution Architects, Technical Account Managers, Product, Customer Success, Marketing etc

• Meets or exceeds Monthly, Quarterly and Annual sales objectives and revenue quota, constantly working towards team, monthly & quarterly KPI metrics such as pipeline build, revenue attainment, digital bookings and opportunities development

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

Pipeline M