Account Executive

Description

• Facilitates customer contract renewals and negotiations to protect revenue
• Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; leveraging industry contact sand partners
• Drives strategic, global & multi-line of business global account plans
• Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
• Conducts quarterly business reviews with customers to identify and develop new selling opportunities
• Partners with sales leadership to present at regional deal review
• Collaborates with global sales team to sell global Equinix platform
• Actively prospects account base to sell global platform and achieves exports outside of country Utilizes available tools to prospect and leverage account strategy plans
• Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure
• Leverages external partners to drive solution development in new areas/prospects
• Facilitates customer relationships to ensure timely resolution of customer issues
• Leads Executive Briefings
• Leads and drives coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliance, etc.)
• Provides accurate forecasts
• Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
• Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
• Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
• Proactively addresses high churn risk customers leveraging internal resources and external partners
• Leading delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs and persona
• Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices
• Develops strategic, global account plans focused on maintaining/growing accounts
• Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects
• Sells full suite of Equinix offerings to include global footprint and achieves exports
• Researches and documents detailed understanding of customer business and organizational landscape
• Identifies at risk accounts, expiring contracts and forecasts churn

Requirements

• Understands commercial levers and problem solves to make initial recommendations on deal structure
• Demonstrates consistent cross region exports
• Proven proficiency of Equinix product set and solutions
• Proven years experience preferred
• Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts
• Bachelor's Degree required

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance