Who are we?Equinix is the world's digital infrastructure company®, operatingover 250?data centers across the globe.Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed.Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions.We embrace diversity in thought and contribution and are committed to providingan equitable work environment that is foundational to our core values as a company and is vital to our success.Senior Account ExecutiveEquinix is the world's digital infrastructure company®, operating over 250?data centers across the globe.Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed.Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions.We embrace diversity in thought and contribution and are committed to providing?an equitable work environment that is foundational to our core values as a company and is vital to our success.Job SummarySells Equinix solutions to new accounts and/or expands existing accounts.Focus on larger domestic and global accounts.Facilitate strategic account planning, leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.What you'll be doing?Build Customer RelationshipsPlans, builds, and maintains relationships with regional customer stakeholders to drive global bookings/revenue growth in assigned accountsConducts quarterly business reviews with customers to identify and develop new selling opportunitiesActs as primary point of contact in addressing day-to-day customer needsEngages Equinix Leadership in the AccountLeverage Internal Partners & ChannelManages the sales approach with the extended sales team (Global Account Manager, Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Marketing, Sales Operations, etc.)and external partners (Channel, Alliances, etc.)at regional levelResolves complex and diverse customer issuesFacilitates customer relationships to ensure timely resolution of customer issuesAccount Strategy/PlanningDevelops detailed strategic regional account plans that support the global account strategyResearches and documents detailed understanding of customer business and organizational landscape at regional level, making recommendations on long term strategy for accountCommunicates global account strategy to internal partners and stakeholders in the region/globallySolution SellingIdentifies customer's business needs, challenges, and technical requirements and recommends Equinix solutions with knowledge of how it aligns to the global account planPrepares commercial and technical service proposals, working closely with Equinix Solution Architects and Sales Engineers and sales counterparts around the worldEnsures proposals are technically and commercially soundSells full suite of Equinix products, as well as complexity of global footprintLeverages external partners to drive solution development in new areas/prospectsContract Management/RenewalsDevelops detailed understanding of commercial terms and regional/global implications and contributes to analysis of trade offs on more diverse dealsProactively addresses high churn risk customers or locations, leveraging internal resources and external partners to resolve issuesDrives customer contract renewals and negotiations to protect revenuePipeline ManagementMonitors and provides updates on pipeline and forecast status ('Five to Forecast') of each account/opportunity for current and future quartersPrioritizes opportunities for short- and long-term pursuit to achieve assigned sales objectivesIdentifies at-risk opportunities or expiring contracts and forecasts churn, develops mitigation plansNegotiationLeads complex commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possiblePartners with sales leadership to present at regional/global deal reviewWhat do you need?7+ years experience preferredBachelor's degree preferredProfessional proficiency in EnglishEquinix is committed to ensuring that our employment process is open to all individuals, including those with a disability.If you are a qualified candidate and need assistance or an accommodation, please let us know by completing .Equinix is an equal opportunity employer.All applicants will receive consideration for employment regardless of their race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy/childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political/organizational affiliation or opinion, union membership, socio-economic status, language, participation in trade organizations, affiliation, personal appearance, social origin, status as a victim or family member of a victim of crime or abuse, or any other status or condition protected by applicable laws.Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability.If you are a qualified candidate and need assistance or an accommodation, please let us know by completing .Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer.All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.
