Account Executive 2

Description

• Facilitates customer relationships to ensure timely resolution of customer issues
• Researches, and documents detailed understanding of customer business and organizational landscape on select accounts
• Provides updates on all active accounts and reports on activities and progress on a weekly basis
• Drives proactive campaigns to build the sales pipeline, uses specialized knowledge and skills to prospect and qualify opportunities
• 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
• Conducts quarterly business reviews with customers to identify and develop new selling opportunities
• Provides accurate market information and forecasts
• Collaborate with cross functional and with the extended sales team to build the vertical / account-based strategy to increase mind and wallet share
• Develops a deep understanding of, and effectively articulates, the Equinix Platform offerings and value propositions in the market
• Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs
• Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
• 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 internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure
• Facilitates customer contract renewals and negotiations to protect revenue
• Develops mechanism to track competitor landscape and build strategy to make in-roads
• Consistently achieves quarterly role metrics for booking and pipeline generation activities.
• Facilitates commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
• Actively plans and prospects into accounts via outreach, Discovery calls and opens initially qualified opportunities and delivers Platform Equinix Elevator pitch
• 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
• 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
• Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
• Use value-added selling skills to propose additional products, services, solutions which will contribute to customer's business
• Develops account plans focused on maintaining/growing accounts
• Develops mechanism to track competitor landscape and build strategy to increase mind and wallet share in assigned territory / account patch
• Contributes to building a pipeline by generating leads and referrals from prospect accounts and building on existing business within the account
• Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects
• Leverages external partners to drive solution development in new areas/prospects
• 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
• Applies specialized technical product/service/solution knowledge to assess customers business and identify opportunities to maximize Equinix mind and wallet share in the account
• Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
• Identifies at risk accounts, expiring contracts and potential churn to proactively addresses high risk customers leveraging internal resources and external partners

Requirements

• Demonstrates hunter mentality to actively pursue solution opportunities in acquisition and development accounts, and to pursue new business
• Experience with the Challenger Sales Methodology and/or Outcome Based Selling significant plus
• Good prioritization skills to focus on the key prospecting targets
• Strong concept and solution selling expertise to CIO, CTO/CDOs
• Demonstrates consistent intra-region selling and occasional cross region exports
• 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
• 7+ years' experience of building strong multimillion-dollar business with large SI, OEMs, Cloud / SaaS Service providers, Data center operators, Carriers
• Proven track record of quota, new logo and revenue achievement
• Exposure and strong business relationship with key decision makers from Manufacturing, Pharmaceuticals, Unicorn – FinTech, HealthTech, E-Comm, etc
• Proven proficiency of Equinix product set and solutions
• Possesses the ability to independently articulate the technical solution and the commercial benefits to the customer
• 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
• Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure
• Bachelor's Degree - Engineering plus Full time Management Degree required
• Demonstrated prior success in pipeline and lead generation through prospecting customers to ensure long-term success
• Willingness to take ownership and execute with a positive, can-do, self-starter mentality in a highly collaborative atmosphere
• 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
• Should have ability connect and present solutions to CXO's of large enterprises

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance