Senior Account Executive

Senior Account Executive

JR-161852

Hybrid

London

Sales

Full time

Who are we?

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

Accelerate Equinix’s growth in market share and revenue by penetrating new accounts and work cross-functionally to and grow existing accounts. Protect/ revenue in assigned accounts and work cross-functionally to drive high customer satisfaction. Develop new accounts by working cross-functionally with specific emphasis in enterprise space.

Responsibilities

Build Customer Relationships

Plans, builds, and maintains 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

Leads Executive Briefings

Leverage Internal & External Partners

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 leverages strategic alliances and reseller partners to penetrate accounts

Account Planning

Researches and documents detailed understanding of customer business and organizational landscape

Develops strategic, global account plans focused on maintaining/growing accounts

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

Solution Selling

Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs

Leading delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs and persona

Proven proficiency of Equinix product set and solutions

Sells full suite of Equinix offerings to include global footprint and achieves exports

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

Contract Renewals

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

Pipeline Management

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

Identifies at risk accounts, expiring contracts and forecasts churn

Territory Planning

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

Provides accurate forecasts

May focus on particular vertical or sub-vertical within a dedicated sector

Prospecting

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

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

Actively prospects account base to sell global platform and achieves exports outside of country · Utilizes available tools to prospect and leverage account strategy plans

Negotiation

Leads 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

Partners with sales leadership to present at regional deal review

Mentorship/Lead

Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices

Qualifications

Proven years experience preferred

Bachelor's Degree required

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This posting is for a backfill position, meaning it is to fill an existing vacancy within our organization.