Senior Account Executive

Senior 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 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
• Facilitates customer relationships to ensure timely resolution of customer issues
• Conducts quarterly business reviews with customers to identify and develop new selling opportunities
• Coordinates sales approach with the extended sales team and external partners
• Collaborates in country to sell global Equinix platform
• Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
• Researches and documents 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
• Delivers pitch on Equinix product set and solutions
• Understands 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
• Facilitates 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
• 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 within your territory
• Provides accurate forecasts
• 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
• 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
• Is open to mentorship from le