Senior Client Executive - Nvidia

Senior Client Executive - Nvidia

Job Summary

The Client Executive is responsible leading Equinix’s relationship with Nvidia. This role reports to the SVP of Global Strategic Alliances and requires successful management of strategic business relationships including C-Level executives, VP and GM level managers, technical, and product executives responsible for the Cloud including Infrastructure strategy within their organization.

Your goal will be to maintain and grow Equinix’s share of global IT spend within Nvidia over both the short and long-term.

Responsibilities

Build Customer Relationships

Develops and maintains relationships with regional / global customer executives to drive global bookings / revenue growth

Manages the engagement with the customer as a strategic alliance relationship, encompassing sell to , sell thru (in partnership with our channel team), and eventually sell with

Identifies larger trends in customer issues across the account and develops action plans for long term improvements, implementing best practices

Engages Equinix Executives in the account

Leverage Internal Partners & Channel

Develops and manages successful partnerships with internal organizations to support the strategic customer relationship, including Channel, Solutions Architects, Sales Engineering, Contracts, Billing, FP&A, Product Marketing, and Business Development at the regional or global level

Resolves complex and diverse customer issues

Delivers a global account plan to senior executives on a semi-annual basis and manages implementation of account plan regionally or globally

Account Strategy / Planning

Manages account activity relative to quarterly and fiscal year plan, creates executive reports with understanding of customer life cycle

Influences long term planning for account

Drives coordinated selling approach and account planning with global counterparts and continually communicates global account strategy to internal partners and stakeholders in the region / globally

Solution Selling

Synthesizes customer’s business needs, challenges, and technical requirements from regions and recommends Equinix solutions

Leads delivery of expert, compelling approach, leveraging the global account strategy

Sells Equinix as a strategic partner and incorporates the full suite of Equinix offerings including global footprint

Leverages external partners to drive solution development in new areas / prospects

Contract Management / Renewals

Develops detailed understanding of commercial terms and problem solves regional / global implications, making decisions on more complex issues to drive deal alignment and with long term strategy

Proactively addresses churn risk, leveraging internal resources and external partner, to resolve issues

Drives customer contract renewals and negotiations to protect revenue

Develops, defines, and implements global channel / reseller relationships

Pipeline Management

Monitors and updates on pipeline and forecast status ( Five to Forecast’) of each opportunity for current and future quarters

Manages prioritization of opportunities for short- and long-term pursuit to achieve regional / global objectives

Negotiation

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

Understands commercial levers and problem solves to make initial recommendations on deal structure; overcomes objections and positions at senior levels in account

Partners with sales leadership to present at regional / global deal review

Qualifications

10+ years experiencepreferred

Bachelor's degree preferred

The targeted pay range for this position in the following location is / locations are :

San Francisco, CA / Bay Area : $303,000 to $453,000 per year

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location.

Individual pay is based on additional factors including job-related skills, experience, and relevant education and / or training.

This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.

The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits.

Equity may be offered depending on the position.

As an employee, you become important to Equinix’s success. Details about our company benefits can be found at the following link :

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability.

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