Account Executive 2

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

• 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 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

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 on Equinix product set and solutions, in partnership with SE/SAs

• 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

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 status of opportunities in SFDC, following the principles of forecasting

• Identifies at risk accounts, 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 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

Mentorship/Lead

• Open to guidance from leadership and more senior Account Executives

Qualifications

• 3+ years experience preferred

• Bachelor's Degree required