Account Executive 2

Overview

Sell Equinix solutions to mid-size accounts, building relationships and driving revenue.

Key Responsibilities

• contract negotiation
• pipeline management
• competitor tracking
• prospecting
• account management
• solution selling

Tasks

-Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure -Facilitates commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible -Develops mechanism to track competitor landscape and build strategy to make in-roads -Collaborate with cross functional and with the extended sales team to build the vertical / account-based strategy to increase mind and wallet share -Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs -Contributes to building a pipeline by generating leads and referrals from prospect accounts and building on existing business within the account -Facilitates customer relationships to ensure timely resolution of customer issues -Drives proactive campaigns to build the sales pipeline, uses specialized knowledge and skills to prospect and qualify opportunities -Sells full suite of Equinix offerings to include global footprint -Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives for assigned territory/account patch -Develops mechanism to track competitor landscape and build strategy to increase mind and wallet share in assigned territory / account patch -Brainstorm, research, and evaluate vertical industry segments for digital transformation, IT transformation, Hybrid multi-Cloud, AI/Machine Learning business use cases and typical customer pain points -Provides updates on all active accounts and reports on activities and progress on a weekly basis -Actively plans and prospects into accounts via outreach, Discovery calls and opens initially qualified opportunities and delivers Platform Equinix Elevator pitch -Researches, and documents detailed understanding of customer business and organizational landscape on select accounts -Conducts quarterly business reviews with customers to identify and develop new selling opportunities -Identifies at risk accounts, expiring contracts and potential churn to proactively addresses high risk customers leveraging internal resources and external partners -Improves value-driven relationships with all key persons in your patch that can help in long-term business development and retention, thereby maximizing the revenue potential -Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts -Coordinates sales approach with the extended sales team (Sales Engineers, Solutions Architect, Digital Sales Specialist, SSA, Commercial Solutions, Sales Operations, Customer Care, etc.) and external partners (Reseller, Strategic Alliance, etc.), targeting to improve sales velocity and sales pipeline growth -Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects -Develops account plans focused on maintaining/growing accounts -Provides accurate market information and forecasts -Facilitates customer contract renewals and negotiations to protect revenue -Consistently achieves quarterly role metrics for booking and pipeline generation activities. -Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting -Leverages external partners to drive solution development in new areas/prospects -Applies specialized technical product/service/solution knowledge to assess customers business and identify opportunities to maximize Equinix mind and wallet share in the account -Develops a deep understanding of, and effectively articulates, the Equinix Platform offerings and value propositions in the market -Establish a professional, working, and consultative, relationship with the key stakeholders in assigned accounts/prospects, by developing a basic understanding of the unique business needs of the customer within their industry -Use value-added selling skills to propose additional products, services, solutions which will contribute to customer's business -Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs

Requirements

• solution selling
• challenger sales
• equinix
• engineering degree
• 7+ years
• hunter mentality

What You Bring

-Willingness to take ownership and execute with a positive, can-do, self-starter mentality in a highly collaborative atmosphere -Previous experience in Sales Development, Business Development or equivalent role with Large Enterprises - BFSI, Manufacturing, Pharmaceuticals promoting IT Infra, Data Center services, SaaS, Cloud, AI/ML, Data Science, or related products -Strong concept and solution selling expertise to CIO, CTO/CDOs -Demonstrates consistent intra-region selling and occasional cross region exports -Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure -Proven track record of quota, new logo and revenue achievement -7+ years' experience of building strong multimillion-dollar business with large SI, OEMs, Cloud / SaaS Service providers, Data center operators, Carriers -Experience with the Challenger Sales Methodology and/or Outcome Based Selling significant plus -Demonstrates hunter mentality to actively pursue solution opportunities in acquisition and development accounts, and to pursue new business -Proven proficiency of Equinix product set and solutions -Capable of engaging in both technical and business conversations at multiple levels of the organization, including with C and VP level people in Data Center, Digital transformation AI/GenAI, Sustainability etc -Should have ability connect and present solutions to CXO's of large enterprises -Possesses the ability to independently articulate the technical solution and the commercial benefits to the customer -Bachelor's Degree - Engineering plus Full time Management Degree required -Genuine desire to work to make a difference in a fast space, dynamic organization to create meaningful business and partnerships -Understands the role of each persona and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities -Exposure and strong business relationship with key decision makers from Manufacturing, Pharmaceuticals, Unicorn – FinTech, HealthTech, E-Comm, etc -Demonstrated prior success in pipeline and lead generation through prospecting customers to ensure long-term success -Good prioritization skills to focus on the key prospecting targets

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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.

Sector Specialisms