Account Executive 2 at Equinix

Job Title: Account Executive 2

Job Summary

• Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on mid-size domestic and global accounts.

Responsibilities
Build Customer Relationships:

• Plans, 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 with customers to identify and develop new selling opportunities

Leverage Internal & External Partners:

• Coordinates sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliance, etc.) · Demonstrates consistent intra-region selling and occasional cross-region exports
• Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts

Account Planning:

• Researches and documents detailed understanding of customer business and organizational landscape on select accounts
• Develops account plans focused on maintaining/growing accounts

Solution Selling:

• Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
• Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs
• Proven proficiency of Equinix product set and solutions
• Sells full suite of Equinix offerings to include global footprint
• Leverages external partners to drive solution development in new areas/prospects

Contract Renewals:

• Proactively 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:

• Actively monitors and maintains the status of opportunities in SFDC, following the principles of forecasting
• Identifies at-risk accounts, and expiring contracts and forecasts churn

Territory Planning:

• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
• Provides accurate forecasts
• May focus on particular vertical or sub-vertical within a dedicated sector

Prospecting:

• Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
• Pursues highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts

Negotiation:

• Facilitates commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
• Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure

Mentorship/Lead:

• Open to guidance from leadership and more senior Account Executives

Qualifications

• Candidates should possess a Bachelor’s Degree required with a proven years experience preferred.

Application Instructions:

The application deadline is Not Specified. Qualified and interested candidates can: “Click here to apply online“. It is important to visit the official website (link found below) for detailed information on how to apply successfully for this vacancy.

Website:
Official Job Website: https://www.equinix.com