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Senior Account Executive

1 month ago

Ashburn, United States Equinix Full time

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.  

Senior Account Executive (SLED - State, Local Govt. Education))

Equinix is the world’s digital infrastructure company, operating 245+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.

We are a fast-growing global company with 80+ quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of 10,000+ companies, including 2,000+ networks and 3,000 cloud and IT service providers in 32 countries spanning six continents. 

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. 

Job Summary:

Primary role is acquisition of new SLED (State, Local Government, Education) customers

  • Time Management:  85% Acquisition/15% Account Management
  • Target potential accounts and technology buyers
  • Drive new colocation and digital sales within the assigned Equinix territory 
  • Play an integral part in the account strategy, helping to identify priority target accounts
  • Focus on the acquisition of new accounts which will then become a part of your territory and account ownership
  • Keep up-to-date knowledge of the Equinix's services and products, ensuring they align with customer requirements
  • Work with different teams like Product & Solutions Marketing, Segment Marketing, Field Marketing, Regional Marketing Programs, and Channel partners to maximize the reach and effectiveness of acquisition strategies
  • Will utilize channel partnerships and distribution to develop pipeline opportunities and scale business. 
  • Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
  • Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; leveraging industry contact and channel partners
  • Utilizes available tools to prospect and leverage account strategy plans – i.e., LinkedIn Navigator, GovTech Navigator, Salesforce

Build Prospect and Customer Relationships

  • Plans, builds, and maintains relationships with key stakeholders in assigned Equinix territory
  • Leads Executive Briefings
  • Facilitates customer relationships to ensure timely resolution of customer issues
  • Conducts quarterly business reviews with customers to identify and develop new selling opportunities


Leverage Internal & External Partners

  • 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.)
  • Collaborates with global sales team to sell global Equinix platform
  • Demonstrates consistent cross region exports
  • Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts


Account Planning

  • Researches and documents detailed understanding of customer business and organizational landscape
  • Develops strategic, global account plans focused on maintaining/growing accounts
  • Drives strategic, global & multi-line of business global account plans


Solution Selling

  • Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with Sales Engineers, and Solution Architects
  • Leading delivery of pitch, leveraging Sales Engineers, and Solution Architects where appropriate; adapts pitch to customer needs and persona
  • Proven proficiency of Equinix product set and solutions
  • Sells full suite of Equinix offerings to include global footprint and achieves exports
  • Leverages external partners to drive solution development in new areas/prospects


Contract Renewals

  • Proactively addresses high churn risk customers leveraging internal resources and external partners
  • Facilitates customer contract renewals and negotiations to protect revenue
  • Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure


Pipeline Management

  • Actively monitors and maintains status of opportunities in Salesforce.com, following the principles of forecasting
  • Identifies at risk accounts, expiring contracts and forecasts churn


Territory Planning

  • Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
  • Provides accurate forecasts
  • May focus on particular vertical or sub-vertical within a dedicated sector



Negotiation

  • Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
  • Understands commercial levers and problem solves to make initial recommendations on deal structure
  • Partners with sales leadership to present at regional deal review


Mentorship/Lead

  • Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices


Qualifications

  • 7+ years experience preferred selling to the Public/SLED business segments (state, local government, and higher education)
  • Experience introducing colocation and/or digital products to expand sales in existing accounts.
  • Proven track record of success driving adoption of disruptive technologies within State, Local and Higher Education.
  • Sales Experience in either/or Colocation, Software Defined Networking (SDWAN), Hypervisors or Virtualization technologies, Cloud Service Providers and Cloud Technologies
  • Proven ability to develop and execute sales and account strategies
  • Experience with channel partnerships to drive complex sales and adoption of digital products
  • Bachelor's Degree required

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.

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.