Senior Account Executive, Mid-Market Sales Professional

1 month ago

East Perth, Western Australia Equinix Full time

About the Role

As a Senior Account Executive, Mid-Market Sales at Equinix, you will be responsible for selling Equinix solutions to mid-market new accounts and expanding existing accounts. You will act as a lead or SME resource for more junior members on the Corporate Sales team, with the majority of interaction with customers via phone and email. Occasional travel to local accounts is required.

Key Responsibilities

  • Build and maintain relationships with key stakeholders in assigned accounts/prospects
  • Facilitate customer relationships to ensure timely resolution of customer issues
  • Conduct Quarterly Business Reviews and lead Executive Briefings on occasion

Leveraging Internal Partners & Channel

  • Lead and drive coordinated sales approach with the extended sales team and external partners
  • Leverage network of peer representatives in strategic alliance 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 detailed understanding of customer business and organizational landscape on select accounts as needed
  • Develop account plans focused on maintaining/growing accounts on occasion
  • Drive coordinated selling approach and account planning with global counterparts

Solution Selling

  • Identify customer's business needs, challenges, and technical requirements and recommend Equinix solutions
  • Lead sales pitch delivery, leveraging SEs where appropriate; adapt pitch to customer needs and persona
  • Sell full suite of Equinix offerings to include global footprint
  • Leverage external partners to drive solution development in new areas/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 customers contractual obligations around notice periods, renew terms, Equinix exposure

Pipeline Management

  • Monitor and maintain status of opportunities in SFDC, following the principles of forecasting
  • Identify at risk accounts, expiring contracts and forecast churn

Territory Planning

  • Prioritize list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts

Prospecting

  • Coordinate with Opportunity Development Team on a strategy for lead & sales opportunity qualification
  • Pursue highest propensity prospects, fill the funnel with opportunities; pitching prospects and leveraging industry contacts and partners
  • Prospect account base to sell global platform and exporting 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 on occasion

Qualifications

  • Typically requires a Bachelor's degree and 5+ years of related experience or equivalent work experience

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 .

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.

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