Senior Account Executive (Federal - Civilian)

Equinix Account Executive

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 youbecause when you feel valued, you're empowered to do your best work.

Job Summary

We are seeking a dynamic and seasoned account executive with a proven track record supporting the Federal/Civilian sector. The ideal candidate will have deep knowledge of Civilian agencies, a network of key contacts, a passion for achieving sales targets while upholding the highest standards of integrity. Security clearance is preferred.

Responsibilities

Plans, builds, and maintains relationships with key stakeholders in government agencies. 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. Develops strategic account plans that are focused on maintaining/growing accounts. Drives strategic, global & multi-line of business global account plans. Identifies customer's business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs. You are responsible for leading delivery of pitch, using SE/SAs where appropriate; you adapt pitch to customer needs and persona. Proven proficiency of Equinix product set and solutions. Sells full suite of Equinix offerings to include global footprint. Utilizes external partners to drive solution development in new areas/prospects. Dedicatedly addresses high churn risk customers. Facilitates customer contract renewals and negotiations to protect revenue. Utilizes 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. Identifies at risk accounts, expiring contracts and forecasts churn. Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives. Provides accurate forecasts. You may focus on particular vertical or sub-vertical within a dedicated sector. 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 contacts and partners. You actively prospect account base to sell the Equinix global platform and you achieve exports outside of country. Utilizes available tools to prospect and use account strategy plans. 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. Partners with sales leadership to present at regional deal review. Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices.

Qualifications

7+ years experience preferred selling to the U.S. Federal Government. Security Clearance preferred. Knowledge of federal procurement processes, compliance standards, and contract vehicles. Experience working with Federal System Integrators. Bachelor's Degree required.