Who are we
Equinix is the world's digital infrastructure company, operating over 250 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.
A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success.
Account Executive
Job Summary
Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on mid-size domestic and global accounts.
Responsibilities
Build Customer Relationships
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
Develops a deep understanding of, and effectively articulates, the Equinix Platform offerings and value propositions in the market
Conducts quarterly business reviews with customers to identify and develop new selling opportunities
Leverage Internal & External Partners
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
Demonstrates consistent intra-region selling and occasional cross region exports
Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
Facilitates customer relationships to ensure timely resolution of customer issues
Account Planning
Researches, and documents detailed understanding of customer business and organizational landscape on select accounts
Develops account plans focused on maintaining/growing accounts
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
Develops mechanism to track competitor landscape and build strategy to make in-roads
Solution Selling
Identifies customer's business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
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
Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs
Proven proficiency of Equinix product set and solutions
Possesses the ability to independently articulate the technical solution and the commercial benefits to the customer
Sells full suite of Equinix offerings to include global footprint
Leverages external partners to drive solution development in new areas/prospects
Contract Renewals
Facilitates customer contract renewals and negotiations to protect revenue
Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure
Identifies at risk accounts, expiring contracts and potential churn to proactively addresses high risk customers leveraging internal resources and external partners
Pipeline Management
Provides updates on all active accounts and reports on activities and progress on a weekly basis
Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
Drives proactive campaigns to build the sales pipeline, uses specialized knowledge and skills to prospect and qualify opportunities
Territory Planning
To build the territory plan to meet the goals and objectives of Equinix
Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives for assigned territory/account patch
Provides accurate market information and forecasts
May focus on particular vertical or sub-vertical within a dedicated sector
Collaborate with cross functional and with the extended sales team to build the vertical / account-based strategy to increase mind and wallet share
Develops mechanism to track competitor landscape and build strategy to increase mind and wallet share in assigned territory / account patch
Prospecting
Demonstrates hunter mentality to actively pursue solution opportunities in acquisition and development accounts, and to pursue new business
Contributes to building a pipeline by generating leads and referrals from prospect accounts and building on existing business within the account
Actively plans and prospects into accounts via outreach, Discovery calls and opens initially qualified opportunities and delivers Platform Equinix Elevator pitch
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
Applies specialized technical product/service/solution knowledge to assess customers business and identify opportunities to maximize Equinix mind and wallet share in the account
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
Use value-added selling skills to propose additional products, services, solutions which will contribute to customer's business
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
Negotiation
Facilitates commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure
Qualifications
10+ years experience of building strong multimillion-dollar business with large SI, OEMs, Cloud / SaaS Service providers, Data center operators, Carriers
Bachelor's Degree - Engineering plus Full time Management Degree required
Demonstratable ability to connect and present solutions to CXO's of large enterprises
Strong concept and solution selling expertise to CIO, CTO/CDOs
Demonstrated prior success in pipeline and lead generation through prospecting customers to ensure long-term success
Previous experience in Sales Development, Business Development or equivalent role with Large Enterprises promoting Data Center, SaaS, Cloud, AI/ML, Data Science, or related products
Experience with the Challenger Sales Methodology and/or Outcome Based Selling significant plus
Good prioritization skills to focus on the key prospecting targets
Willingness to take ownership and execute with a positive, can-do, self-starter mentality in a highly collaborative atmosphere
Consistently achieves quarterly role metrics for booking, pipeline generation activities, new logo and revenue achievement
Genuine desire to work to make a difference in a fast space, dynamic organization to create meaningful business and partnerships
Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.
Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.
