Senior Account Executive

Equinix • Kent, WA • 5h ago

Who are we?
Equinix is the world's digital infrastructure company, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.
A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.
A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact.You'll work across teams, influence key decisions, and help shape the path forward. You'll find belonging, purpose, and a team that welcomes you-because when you feel valued, you're empowered to do your best work.
Job Summary
The Senior Account Executive's goal is to accelerate Equinix's growth in market share and revenue by executing the Sales strategy within an assigned region. The account executive will be responsible for protecting and growing revenue in assigned accounts. They will be working cross-functionally to drive a very high level of customer satisfaction in mature accounts. They will work in partnership with the Sales team in the region and will carry a quota.
Responsibilities
Builds and maintains customer relationships with key stakeholders in assigned accounts/prospects
You facilitate customer relationships to ensure timely resolution of customer issues
Conducts quarterly business reviews with customers to identify and develop new selling opportunities
You coordinate 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.)
Collaborates in country to sell global Equinix platform, occasionally selling with peers outside their territory.
Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
You research and document detailed understanding of customer business and organizational landscape on select accounts
Develops account plans focused on maintaining/growing accounts
Identifies customer's business needs, challenges, and technical requirements to match to Equinix solutions and partnering with SEs/SAs
You deliver pitch on Equinix product set and solutions, collaborating with SE/SAs
You have an understanding of Equinix product set
Sells full suite of Equinix offerings to include global footprint
Leverages external partners to drive solution development in new areas/prospects
Proactively addresses high churn risk customers leveraging internal resources and external partners
You facilitate customer contract renewals and negotiations to protect revenue
Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure
Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting pipeline management
You identify at risk accounts, expiring contracts and forecasts churn
Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives within your territory
You provide accurate forecasts
May focus on particular vertical or sub-vertical within a dedicated sector
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
You facilitate the 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
You are open to mentorship from le

Equinix

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