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Senior Account Executive, Mid-Market Sales Specialist
2 months ago
Equinix is a global digital infrastructure company that operates over 250 data centers worldwide. We enable digital leaders to bring together and interconnect foundational infrastructure at software speed, empowering them to scale with agility, speed the launch of digital services, deliver world-class experiences, and multiply their value while supporting their sustainability goals.
Job SummaryThe Senior Account Executive, Mid-Market Sales role is responsible for selling Equinix solutions to mid-market new accounts and expanding existing accounts. As a lead or SME resource, you will collaborate with junior members on the Corporate Sales team, primarily interacting with customers via phone and email, with occasional travel to local accounts.
Key Responsibilities- Building Customer Relationships
- Develop and maintain relationships with key stakeholders in assigned accounts and prospects.
- Facilitate customer relationships to ensure timely resolution of customer issues.
- Conduct Quarterly Business Reviews and lead Executive Briefings as needed.
- Leveraging Internal Partners & Channel
- Lead and drive coordinated sales approaches with the extended sales team and external partners.
- Leverage a network of peer representatives in strategic alliances and reseller partners to map and penetrate accounts.
- Understand business drivers of accounts and leverage strategic alliances and reseller partners to penetrate accounts.
- Account Planning
- Research and document a detailed understanding of customer business and organizational landscape on select accounts as needed.
- Develop account plans focused on maintaining and growing accounts.
- Drive coordinated selling approaches and account planning with global counterparts.
- Solution Selling
- Identify customer business needs, challenges, and technical requirements and recommend Equinix solutions.
- Lead sales pitch delivery, leveraging Sales Engineers where appropriate, and adapt pitches to customer needs and personas.
- Sell the full suite of Equinix offerings, including global footprint.
- Leverage external partners to drive solution development in new areas and prospects.
- Contract Renewals
- Address high churn risk customers leveraging internal resources and external partners.
- Facilitate customer contract renewals and negotiations to protect revenue.
- Leverage internal resources to understand customer contractual obligations around notice periods, renew terms, and Equinix exposure.
- Pipeline Management
- Monitor and maintain the status of opportunities in Salesforce, following forecasting principles.
- Identify at-risk accounts, expiring contracts, and forecast churn.
- Territory Planning
- Prioritize lists of accounts and prospects for short- and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts.
- Prospecting
- Coordinate with the Opportunity Development Team on a strategy for lead and sales opportunity qualification.
- Pursue highest propensity prospects, fill the funnel with opportunities, pitch prospects, and leverage industry contacts and partners.
- Prospect account bases to sell global platforms and export outside of country.
- Negotiation
- Lead commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible.
- Understand commercial levers and problem-solve to make initial recommendations on deal structure.
- Team Lead
- Provide guidance and subject matter expertise to more junior team members.
- Assist with onboarding and training new team members as needed.
