Senior Account Executive (Federal - Civilian)

About the Role

• Build and maintain relationships with key government stakeholders. • Facilitate timely resolution of customer issues. • Conduct quarterly business reviews to identify new selling opportunities. • Lead coordinated sales efforts with internal teams and external partners. • Collaborate with global sales team to sell the Equinix platform worldwide. • Develop and execute strategic account plans to grow and retain accounts. • Identify customer business needs and match them with Equinix solutions using SE/SAs. • Lead pitch delivery, tailoring presentations to customer personas. • Sell the full suite of Equinix offerings, including global footprint. • Leverage reseller and alliance partners to expand solutions in new prospects. • Manage contract renewals and negotiations to protect revenue. • Monitor opportunities and forecast in SFDC, flagging at‑risk accounts and churn. • Prioritize accounts and prospects for short‑ and long‑term sales objectives. • Prospect high‑propensity accounts, targeting C‑level executives. • Lead commercial negotiations to secure optimal terms.

Key Responsibilities

• ▸stakeholder management
• ▸issue resolution
• ▸business reviews
• ▸strategic planning
• ▸sfdc forecasting
• ▸contract negotiation

What You Bring

The role is for an experienced Account Executive focused on the U.S. Federal/Civilian sector. The ideal candidate has deep knowledge of civilian agencies, an extensive network of contacts, a passion for meeting sales targets, and preferably holds a security clearance. The position involves influencing decisions, collaborating across teams, and driving growth of the Equinix global platform. • Minimum 7 years selling to U.S. Federal Government (preferred). • Security clearance preferred. • Knowledge of federal procurement processes, compliance standards and contract vehicles. • Experience working with Federal System Integrators. • Bachelor’s degree required.

Requirements

• ▸federal sales
• ▸security clearance
• ▸procurement
• ▸system integrators
• ▸bachelor’s
• ▸account executive

Benefits

Compensation for the Washington, DC location is targeted between $274k and $412k annually, reflecting base salary plus commissions (On‑Target Earnings). Pay is determined by role, level, location and may be adjusted based on skills, experience and education. Additional equity may be offered depending on the position. Equinix offers a competitive benefits package that includes health, life, disability and voluntary insurance, retirement contributions, paid time off and holidays, as well as an employee assistance program. Benefits are designed to be inclusive, sustainable and aligned with the company’s core values, and eligibility requirements may apply. • Health, life, disability and voluntary insurance for employee and eligible family. • Retirement plan with company contributions. • Accrued paid time off and paid holidays. • Employee Assistance Program.

Work Environment

Field