Senior Account Executive - Defence and Federal Government

Job Summary 

We are seeking a dynamic and seasoned account executive with a proven track record supporting the missions of the Defence sector (specifically the Defence ecosystem) as well as Federal Government agencies with a global presence. The ideal candidate will have deep knowledge of the Defence vertical, a network of key contacts, a passion for helping to enable the mission and achieving sales targets while upholding the highest standards of integrity. An active NV1, or ability to obtain the clearance, is required.   

Responsibilities 

• Drives Equinix Australia’s Defence and National Security sales program, focused primarily on the Defence ecosystem (as opposed to the Department of Defence 

• Targets agencies such as AFP, DFAT and Austrade, to whom Equinix can offer a global value proposition beyond a pure local play. 

• Facilitates customer relationships to ensure timely resolution of customer issues 

• Conducts quarterly business reviews with customers to identify and develop new selling opportunities 

• Leads and drives coordinated 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.) 

• Collaborates with global sales team to sell global Equinix platform 

• Demonstrates consistent cross region exports 

• Understands business drivers of accounts and uses strategic alliances and reseller partners to penetrate accounts 

• Researches and documents detailed understanding of customer business and organizational landscape 

• You develop strategic account plans that are focused on maintaining/growing accounts 

• Drives strategic, global & multi-line of business global account plans 

• You are responsible for leading delivery of pitch, using SE/SAs where appropriate; you adapt pitch to customer needs and persona 

• Sells full suite of Equinix offerings to include global footprint 

• Utilizes external partners to drive solution development in new areas/prospects 

• Facilitates customer contract renewals and negotiations to protect revenue 

• Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting 

• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives 

• Provides accurate forecasts 

• Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification 

• Pursues the highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; using industry contact sand partners 

• Leads commercial offer and contract negotiations, using internal resources as needed to obtain best commercial terms possible 

• Understands commercial levers and problem solves to make initial recommendations on deal structure 

Qualifications 

• 7+ years Sales experience preferred 

• National Security Clearance, or ability to obtain one required (Australian Citizen) 

• Experience selling to the DOD/National security/Intel Community/Defence Primes 

• Bachelor's Degree required