Account Executive - Acquisition

Equinix, Inc. Southfield , MI 48086

Posted 2 weeks ago

Account Executive - Acquisition

Equinix is one of the fastest growing data center companies, growing connectivity between clients worldwide. That's why we're always looking for creative and forward thinking people who can help us achieve our goal of global interconnection. With 200 data centers in over 24 countries spanning across 5 continents, we are home to the Cloud, supporting over 1000 Cloud and IT services companies that are directly engaged in technological innovation and development. We are passionate about further evolving the specific areas of software development, software and network architecture, network operations and complex cloud and application solutions.

At Equinix, we make the internet work faster, better, and more reliably. We hire hardworking people who thrive on solving hard problems and give them opportunities to hone new skills, try new approaches, and grow in new directions. Our culture is at the heart of our success and it's our authentic, humble, gritty people who create The Magic of Equinix. We share a real passion for winning and put the customer at the center of everything we do.

Responsibilities

  • Plans, builds, and maintains relationships with key partners 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 (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliance, etc.)

  • Demonstrates consistent intra-region selling and occasional cross region exports

  • Uses 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 in partnership with SEs/SAs

  • Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs

  • Proven proficiency of Equinix product set and solutions

  • Sells full suite of Equinix offerings to include global footprint

  • Uses external partners to drive solution development in new areas/prospects

  • Proactively addresses high churn risk customers using internal resources and partners

  • Facilitates customer contract renewals and negotiations to protect revenue

  • Uses 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

  • 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; cold calling prospects and building industry contacts

  • Facilitates commercial offer and contract negotiations in partnership with Sales Management, using 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

  • Open to guidance from leadership and more senior Account Executives

Qualifications

  • 5+ years experience preferred

  • Bachelor's Degree required

Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.

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Account Executive - Acquisition

Equinix, Inc.