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Senior Account Executive, Mid-Market Sales Specialist
2 months ago
About Us
Equinix is a leading global digital infrastructure company, operating over 250 data centers across the globe. We enable digital leaders to bring together and interconnect foundational infrastructure at software speed, providing a trusted platform 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 value 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
The Senior Account Executive, Mid-Market Sales Specialist sells Equinix solutions to mid-market new accounts and/or expands existing accounts. Acts as Lead or SME resource for more junior members on the Corporate Sales team. The majority of interaction with customers is via phone and email. Occasional travel to local accounts.
Key Responsibilities
- Building Customer Relationships
- Builds and maintains relationships with key stakeholders in assigned accounts/prospects
- Facilitates customer relationships to ensure timely resolution of customer issues
- Conducts Quarterly Business Reviews and Leads Executive Briefings on occasion
- Leveraging Internal Partners & Channel
- 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 Alliances, etc.)
- Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
- 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 on select accounts as needed
- Develops account plans focused on maintaining/growing accounts on occasion
- Drives coordinated selling approach and account planning with global counterparts
- Solution Selling
- Identifies customer's business needs, challenges, and technical requirements and recommends Equinix solutions
- Leads sales pitch delivery, leveraging SEs where appropriate; adapts pitch to customer needs and persona
- Sells full suite of Equinix offerings to include global footprint
- Leverages external partners to drive solution development in new areas/prospects
- Contract Renewals
- 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
- Monitors and maintains status of opportunities in SFDC, following the principles of forecasting
- Identifies at risk accounts, expiring contracts, and forecast churn
- Territory Planning
- Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts
- Prospecting
- Coordinates with Opportunity Development Team on a strategy for lead & sales opportunity qualification
- Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects and leveraging industry contacts and partners
- Prospects account base to sell global platform and exporting outside of country
- 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
- Team Lead
- Provides guidance and subject matter expertise to more junior team members
- Assists 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 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.
