Account Executive, Mid-Market Sales

About Equinix

Equinix is the world's digital infrastructure company, operating over 260 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 Summary

In this newer to career role, the Account Executive 1 sells Equinix solutions to small and mid-market new accounts and/or expands existing accounts. Majority of interaction with customer via phone and email. Occasional travel to local accounts.

Responsibilities

Building Customer Relationships

• Builds and maintains relationships with key stakeholders in assigned accounts/prospects
• Facilitates customer relationships to ensure timely resolution of customer issues
• Leveraging internal partners & channel coordinates sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliances, etc.)
• Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts

Account Planning

• Researches and documents detailed understanding of customer business and organizational landscape on select accounts as needed
• Develops account plans focused on maintaining/growing accounts on occasion

Solution Selling

• Identifies customer's business needs, challenges, and technical requirements and matches to Equinix solutions in partnership with SEs/SAs
• Delivers pitch on Equinix product set and solutions in partnership with SE/SAs
• Sells full suite of Equinix offerings to include global footprint
• Leverages external partners to drive solution development in new areas/prospects

Contract Renewals

• Addresses high churn risk customers leveraging internal resources and external partners proactively
• 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

• Monitors and maintains status of opportunities in SFDC, following the principles of forecasting
• Identifies at risk accounts, expiring contracts and forecast churn

Territory Planning

• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts
• Coordinates with Opportunity Development Team on a strategy for lead & sales opportunity qualification
• Pursues highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts

Negotiation

• Facilitates the commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
• Partners with sales leadership, commercial solutions, and P&L to recommend deal structure

Qualifications

• Typically requires a Bachelor's degree and 1+ years of related experience or equivalent work experience

Location

• Ashburn, VA