EMEA Telco & Media Account Executive

EMEA Telco & Media Account Executive

Drive growth, build lasting partnerships, and shape the future of digital infrastructure across the EMEA Telco & Media ecosystem.

As the EMEA Telco & Media Account Executive, you will accelerate Equinix's growth by expanding and deepening engagement within Telco & Media accounts. You will challenge conventional thinking, bring fresh insights to customer conversations, and guide customers toward new ways of solving strategic technical and business challenges.

You'll collaborate with global, cross-functional teams to design tailored solutions, protect and grow revenue, and deliver a world-class customer experience.

This role is ideal for a strategic, insight-led sales professional who thrives in a global environment, takes control of the sales cycle, and is passionate about helping customers innovate and scale.

Customer Relationship Leadership

• Build, strengthen, and champion relationships with key stakeholders across assigned Telco & Media accounts.
• Leverage industry insight to teach customers something new about their business, market, or risk posture.
• Serve as a trusted advisor—ensuring fast, effective resolution of customer challenges.
• Conduct quarterly business reviews to uncover opportunities for growth and challenge customers' assumptions with data-backed insights.
• Lead executive briefings that translate customer goals and emerging trends into Equinix platform solutions.

Cross-Functional & Partner Collaboration

• Drive a coordinated sales motion with Sales Engineers, Solution Architects, Customer Care, Commercial Solutions, Sales Operations, and global sales teams.
• Engage strategic alliances, channel partners, and resellers to extend reach and enhance solutions.
• Demonstrate consistent cross-regional collaboration to support global customer needs and ensure messaging is tailored to varying business units.

Strategic Account Planning

• Research and document customer business models, technical landscapes, and organizational structures.
• Develop strategic, multi-line-of-business global account plans that incorporate insight-based hypotheses and growth plays.
• Partner closely with EMEA and global counterparts to ensure alignment and shared success.

Solution Selling & Value Delivery

• Identify customer's business needs, market challenges, competitive threats, and technical requirements.
• Teach customers about industry trends and potential blind spots, linking insights to Equinix's value proposition.
• Map customer needs to Equinix's global portfolio through compelling, tailored presentations that resonate with different stakeholders.
• Position the full suite of Equinix capabilities—including global footprint, interconnection, and digital services—to create differentiation.
• Work with ecosystem partners to develop innovative solutions for new prospects and markets.

Revenue Protection & Contract Renewals

• Identify churn risk early and lead proactive retention strategies that reframe customer thinking and reinforce the value of staying.
• Oversee customer contract renewals and negotiations to protect and grow revenue.
• Ensure clear understanding of contractual obligations such as notice periods, renewals, and exposure.

Pipeline & Territory Management

• Maintain an accurate, disciplined sales pipeline and forecasting rhythm
• Identify at-risk accounts and renewal opportunities; manage churn forecasts.
• Prioritize accounts and prospects to deliver short- and long-term sales objectives, taking control of the sales cycle where needed.

Prospecting & Market Expansion

• Partner with the Opportunity Development Team to qualify leads and build a strong pipeline.
• Engage prospects—often at the C-suite level—within the EMEA Telco & Media landscape.
• Use tools, industry networks, and account insights to uncover new opportunities
• Lead with insights to create demand and influence decision criteria early in the buying cycle.

Negotiation & Deal Leadership

• Lead commercial deal structuring and contract negotiations.
• Analyse commercial levers to shape recommendations and overcome customer objections.
• Take control of deal progression—maintaining momentum, reframing discussions, and challenging delays or indecision.
• Collaborate with sales leadership for regional and global deal reviews.

Mentorship & Team Contribution

• Mentor Account Executives and contribute to the development of the broader sales team.
• Lead special projects and drive adoption of new processes, products, tools and best practices

What You Bring

• Significant sales experience, ideally within the Telco & Media sector
• Success applying insight-driven selling methodologies (e.g., Challenger) to manage complex accounts and influence executive-level stakeholders.
• Ability to teach customers new perspectives, tailor messages across personas, and take control of deal progression.
• Experience collaborating with global teams and partners.
• Strong strategic planning abilities and comfort leading high-impact customer conversations.
• Bachelor's degree required (or equivalent practical experience).