Senior Account Executive - Mid-Market Accounts

Description

• Provides accurate forecasts
• Facilitates commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
• Develops account plans focused on maintaining/growing accounts
• 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
• Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
• Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects
• Leverages external partners to drive solution development in new areas/prospects
• Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
• Proactively addresses high churn risk customers leveraging internal resources and external partners
• Identifies at risk accounts, expiring contracts and forecasts churn
• Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs
• Facilitates customer contract renewals and negotiations to protect revenue
• Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure
• Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
• Sells full suite of Equinix offerings to include global footprint
• Coordinates 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.)
• Facilitates customer relationships to ensure timely resolution of customer issues
• Researches and documents detailed understanding of customer business and organizational landscape on select accounts

Requirements

• Demonstrates consistent intra-region selling and occasional cross region exports
• Proven years experience preferred
• Open to guidance from leadership and more senior Account Executives
• Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure
• Proven proficiency of Equinix product set and solutions
• Bachelor's Degree required

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance