Highly Skilled Sales Executive

6 days ago

East Perth, Western Australia Equinix Full time

About the Role


The Senior Account Executive at Equinix is responsible for selling the company's solutions to mid-market new accounts and expanding existing ones. As a key member of the Corporate Sales team, this role requires strong relationship-building skills, strategic thinking, and effective communication. Key responsibilities include building customer relationships, leveraging internal partners and channels, account planning, solution selling, contract renewals, pipeline management, territory planning, prospecting, negotiation, and team lead responsibilities.


Key Responsibilities



  • Building Customer Relationships: Establish and maintain relationships with key stakeholders in assigned accounts and prospects, facilitate customer relationships to ensure timely issue resolution, conduct Quarterly Business Reviews, and lead Executive Briefings as needed.
  • Leveraging Internal Partners & Channel: Lead coordinated sales approaches with the extended sales team and external partners, leveraging peer representatives in strategic alliances and resellers to map and penetrate accounts, and understanding business drivers of accounts to penetrate them.
  • Account Planning: Research and document detailed customer business and organizational landscapes, develop account plans focused on maintaining or growing accounts, and drive coordinated selling approaches and account planning with global counterparts.
  • Solution Selling: Identify customer business needs, challenges, and technical requirements, recommend Equinix solutions, lead sales pitch deliveries, and adapt pitches to customer needs and personas.
  • Contract Renewals: Address high churn risk customers, facilitate customer contract renewals and negotiations, and leverage internal resources to understand customers' contractual obligations.
  • Pipeline Management: Monitor and maintain opportunity status in SFDC, following forecasting principles, and identify at-risk accounts, expiring contracts, and forecast churn.
  • Territory Planning: Prioritize accounts and prospects for short and long-term pursuit, and provide accurate forecasts.
  • Prospecting: Coordinate with Opportunity Development Team on lead and sales opportunity qualification, pursue highest propensity prospects, and fill the funnel with opportunities.
  • Negotiation: Lead commercial offer and contract negotiations, leveraging internal resources as needed, and understand commercial levers and problem-solve to make initial recommendations on deal structure.
  • Team Lead: Provide guidance and subject matter expertise to junior team members, assist with onboarding and training, and conduct Quarterly Business Reviews.

Qualifications: Typically requires a Bachelor's degree and 5+ years of related experience or equivalent work experience. Equinix is an Equal Employment Opportunity and Affirmative Action employer, committed to ensuring an equitable work environment that is foundational to our core values as a company and vital to our success.

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