Senior Account Executive

Overview

Grow market share and revenue by managing and expanding key customer accounts.

Key Responsibilities

• partner collaboration
• account prioritization
• business analysis
• solution pitch
• forecasting
• contract negotiation

Tasks

-Leverages external partners to drive solution development in new areas/prospects -Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives within your territory -You research and document detailed understanding of customer business and organizational landscape on select accounts -Collaborates in country to sell global Equinix platform, occasionally selling with peers outside their territory. -Proactively addresses high churn risk customers leveraging internal resources and external partners -You coordinate 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.) -Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions and partnering with SEs/SAs -You deliver pitch on Equinix product set and solutions, collaborating with SE/SAs -Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure -You provide accurate forecasts -You identify at risk accounts, expiring contracts and forecasts churn -You facilitate customer relationships to ensure timely resolution of customer issues -You facilitate the commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible -Sells full suite of Equinix offerings to include global footprint -Builds and maintains customer relationships with key stakeholders in assigned accounts/prospects -Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts -Conducts quarterly business reviews with customers to identify and develop new selling opportunities -Develops account plans focused on maintaining/growing accounts -You facilitate customer contract renewals and negotiations to protect revenue -Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification -Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting pipeline management

Requirements

• equinix
• bachelor's
• 5-7 years
• negotiation
• relationship
• account strategy

What You Bring

-You have an understanding of Equinix product set -Ability to successfully prioritize and manage pipeline of accounts -Bachelor's Degree required -You are open to mentorship from leadership and more senior Account Executives -Proven ability in planning and executing account strategies -Minimum 5-7 years of experience in an account management role -7+ years experience preferred -Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure -Proficient at maintaining effective long-term business relationships with key decision makers -Proficiency in negotiating agreements, strong negotiation skills a must

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About Equinix

-World’s largest provider of data center and interconnection services. -Offers cutting-edge solutions that enable businesses to scale and adapt to the digital age. -Facilitates high-performance connections for industries like cloud computing, telecommunications, and finance. -Provides services including hybrid cloud solutions, network and application performance optimization, and interconnection for business ecosystems. -At the forefront of advancing global digital transformation through strategic partnerships with leading companies. -Innovative business models drive enterprise infrastructure modernization, ensuring security and compliance.

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