Senior Account Executive
hace 5 meses
**Who are we?**
Equinix is the world’s digital infrastructure company®, operating over 250 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities 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 embrace 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.
Senior Account Executive
Equinix is the world’s digital infrastructure company®, operating over 250 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities 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 embrace 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**
Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on larger domestic and global accounts. Facilitate strategic account planning, leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.
**What you'll be doing?**
Build Customer Relationships
- Plans, builds, and maintains relationships with regional customer stakeholders to drive global bookings/revenue growth in assigned accounts
- Conducts quarterly business reviews with customers to identify and develop new selling opportunities
- Acts as primary point of contact in addressing day-to-day customer needs
- Engages Equinix Leadership in the Account
Leverage Internal Partners & Channel
- Manages the sales approach with the extended sales team (Global Account Manager, Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Marketing, Sales Operations, etc.) and external partners (Channel, Alliances, etc.) at regional level
- Resolves complex and diverse customer issues
- Facilitates customer relationships to ensure timely resolution of customer issues
Account Strategy/Planning
- Develops detailed strategic regional account plans that support the global account strategy
- Researches and documents detailed understanding of customer business and organizational landscape at regional level, making recommendations on long term strategy for account
- Communicates global account strategy to internal partners and stakeholders in the region/globally
Solution Selling
- Identifies customer’s business needs, challenges, and technical requirements and recommends Equinix solutions with knowledge of how it aligns to the global account plan
- Prepares commercial and technical service proposals, working closely with Equinix Solution Architects and Sales Engineers and sales counterparts around the world
- Ensures proposals are technically and commercially sound
- Sells full suite of Equinix products, as well as complexity of global footprint
- Leverages external partners to drive solution development in new areas/prospects
Contract Management/Renewals
- Develops detailed understanding of commercial terms and regional/global implications and contributes to analysis of trade offs on more diverse deals
- Proactively addresses high churn risk customers or locations, leveraging internal resources and external partners to resolve issues
- Drives customer contract renewals and negotiations to protect revenue
Pipeline Management
- Monitors and provides updates on pipeline and forecast status (‘Five to Forecast’) of each account/opportunity for current and future quarters
- Prioritizes opportunities for short
- and long-term pursuit to achieve assigned sales objectives
- Identifies at-risk opportunities or expiring contracts and forecasts churn, develops mitigation plans
Negotiation
- Leads complex commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
- Partners with sales leadership to present at regional/global deal review
**What do you need?**
- 7+ years experience preferred
- Bachelor's degree preferred
- Professional proficiency in English
Equinix is an
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