Senior Account Executive, Mid-Market Sales Specialist

6 days ago

East Perth, Western Australia Equinix Full time

About Equinix

Equinix is a leading digital infrastructure company that operates 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.

Our Culture

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. Our team members collaborate on work that impacts the world and are surrounded by endless opportunities to learn new skills and grow in varied directions.

Job Summary

The Senior Account Executive, Mid-Market Sales will sell Equinix solutions to mid-market new accounts and/or expand existing accounts. This role will act as a lead or SME resource for more junior members on the Corporate Sales team, with a majority of interaction with customers via phone and email. Occasional travel to local accounts may be required.

Key Responsibilities

  • Building Customer Relationships
    • 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 (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliances, etc.)
    • 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; pitch prospects and leverage industry contacts and partners
    • Prospect account base to sell global platform 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 on occasion

Qualifications

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

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.

  • Senior Account Executive, Mid-Market Sales Specialist

    1 week ago

    Perth, Western Australia Equinix Full time

    About UsEquinix 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...

  • Senior Account Executive, Mid-Market Sales Specialist

    1 week ago

    Perth, Western Australia Equinix Full time

    Job SummaryThe Senior Account Executive 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 ResponsibilitiesBuilding Customer...

  • Key Account Manager, Territory Growth Specialist

    1 week ago

    Perth, Western Australia Arete Executive Full time

    About the OpportunityThis is a key role for a high-performing sales professional to manage and grow existing accounts and develop new business opportunities in the Western Australian market.As a skilled sales specialist, you will be required to work closely with the sales team to succeed and expand your share of the market.The ideal candidate will have a...

  • Mid-Market Hospitality Broker Opportunity

    2 days ago

    Perth, Western Australia Jones Lang LaSalle Incorporated Full time

    Mid-Market Hospitality Broker Job OpportunityWe are seeking a highly motivated and experienced Commercial Real Estate Broker to join our Mid-Market Hospitality Brokerage Team in Perth, WA.About the RoleAs a Mid-Market Hospitality Broker, you will be responsible for identifying and pursuing new business opportunities in the hospitality industry.You will work...

  • Senior Account Executive

    1 week ago

    Perth, Western Australia Workiva Australia Pty. Ltd. Full time

    Job SummaryThe Senior Account Executive role is an individual-contributor account executive in enterprise software sales, emphasizing new business development within a team-oriented matrix. Senior Account Executives are tasked with securing new business and customer expansion with Executive-level buyers and influencers in both private and publicly traded...

  • Senior Account Executive

    18 hours ago

    Perth, Western Australia Workiva Australia Pty. Ltd. Full time

    Senior Account ExecutiveThe Senior Account Executive role is a key position in our enterprise software sales team, focusing on new business development within a collaborative matrix structure. This individual contributor will be responsible for securing new business and customer expansion with Executive-level buyers and influencers in both private and...

  • Key Account Manager, Territory Growth Specialist

    4 days ago

    Perth, Western Australia Arete Executive Full time

    About the OpportunityThis is a key role for a high-performing sales professional to manage and grow existing accounts and develop new business opportunities in the Western Australian market.As a skilled sales specialist, you will be required to:Manage and grow long-established, existing accountsConsistently explore and develop new business opportunitiesWork...

  • Key Account Director

    7 days ago

    Perth, Western Australia EFinancialCareers Ltd. Full time

    About the RoleWe are seeking a highly motivated and experienced Key Account Director to join our team at Ebury. As a Key Account Director, you will be responsible for promoting the growth of the Ebury brand in your region through independent research and campaigns, targeting larger SMEs to mid-level companies.Key ResponsibilitiesOriginate new business...

  • Senior Business Applications Sales Executive

    1 week ago

    Perth, Western Australia Cerner Full time

    OverviewCerner is at the forefront of the digital transformation in healthcare. We empower organizations worldwide to unlock their potential and drive meaningful business outcomes. As a key player, you will connect leading enterprises with the innovative solutions necessary to thrive in the evolving digital landscape.Role ResponsibilitiesAs a member of our...

  • Senior Business Development Manager

    4 days ago

    Perth, Western Australia EFinancialCareers Ltd. Full time

    About the RoleWe are seeking a highly motivated and experienced Key Account Director to join our team at Ebury. As a Key Account Director, you will be responsible for promoting the growth of the Ebury brand into new markets through independent research and campaigns, targeting larger SMEs to mid-level companies.Key ResponsibilitiesOriginate new business...

  • Account Executive

    3 days ago

    Perth, Western Australia Hitachi Vantara Corporation Full time

    Job DescriptionAbout the RoleWe are seeking a highly skilled and experienced Account Executive to join our team at Hitachi Vantara Corporation. As an Account Executive, you will be responsible for managing and growing our customer relationships in the electrical industry, with a focus on the power generation, mining, and transportation sectors.Key...

  • Key Account Director

    1 week ago

    Perth, Western Australia Ebury Full time

    About EburyEbury is a leading FinTech firm, recognized as one of the top 15 European Fintechs to work for by AltFi. We offer a range of innovative products and services, including FX risk management, trade finance, currency accounts, international payments, and API integration.Role DescriptionThe Key Account Director will be responsible for driving the...

  • Key Account Director

    3 days ago

    Perth, Western Australia Ebury Full time

    About EburyEbury is a leading FinTech firm, recognized as one of the top 15 European Fintechs to work for by AltFi. We offer a range of innovative products and services, including FX risk management, trade finance, currency accounts, international payments, and API integration.Role DescriptionThe Key Account Director will be responsible for driving the...

  • Sales and Marketing Specialist

    4 days ago

    Perth, Western Australia ILSC Education Group Full time

    About the RoleWe are seeking a highly motivated and results-driven Sales and Marketing Specialist to join our team at ILSC Education Group. As a key member of our sales team, you will be responsible for planning and implementing sales activities to achieve enrollment targets.Key ResponsibilitiesRecruit and manage agent accounts in the regionResearch,...

  • Senior Business Development Director

    1 week ago

    Perth, Western Australia eFinancialCareers Ltd. Full time

    About the RoleWe are seeking a highly motivated and experienced Senior Business Development Director to join our team at eFinancialCareers Ltd. as a Key Account Director.Key ResponsibilitiesOriginate new business opportunities by targeting middle market prospects and collaborating with sales teams to cross-sell Ebury's lending, cash management, FX hedging,...

  • Senior Account Manager

    18 hours ago

    Perth, Western Australia Insight Full time

    About the RoleWe are seeking a highly skilled and experienced Senior Account Manager to join our team at Insight Enterprises. As a Senior Account Manager, you will be responsible for managing the development of a geographic market to drive sales and delivery of Insight's Digital Solutions.You will identify and target specific enterprise organisations where...

  • Sales Growth Specialist

    17 hours ago

    Perth, Western Australia IFS Full time

    Job OverviewWe are seeking a highly motivated and results-driven Sales Growth Specialist to join our team at IFS. As an Account Executive, you will play a critical role in driving business growth across our market unit by selling into a focused list of strategic target accounts.The ideal candidate will possess a strong entrepreneurial mindset, excellent...

  • Account Manager, Sales Executive, Perth

    1 week ago

    Perth, Western Australia RS Group plc Full time

    **Job Summary**The RS Group plc is seeking a highly skilled and experienced Sales Executive to join our team as a Key Account Manager. As a Sales Executive, you will be responsible for optimizing sales revenue from a designated account portfolio by serving as the primary point of contact for customers and building effective relationships with...

  • Senior Communications Specialist

    4 days ago

    Perth, Western Australia Fleming Farms Senior Living Full time

    Job SummaryThis Senior Communications Specialist role is pivotal in continuing to build Fleming Farms Senior Living's reputation as a global business leader in senior care and wellness. This role is responsible for establishing a schedule of speaking engagements for Fleming Farms Senior Living spokespeople, and developing messaging and communications...

  • Senior Communications Specialist

    1 week ago

    Perth, Western Australia Fleming Farms Senior Living Full time

    Job SummaryThis Senior Communications Specialist role is pivotal in continuing to build Fleming Farms Senior Living's reputation as a global business leader in senior care and wellness. This role is responsible for establishing a schedule of speaking engagements for Fleming Farms Senior Living spokespeople, and developing messaging and communications...