Sr. Account Executive 2, Mid - market Sales

Senior Account Executive

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 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.

The Senior Account Executive sells Equinix solutions to mid-market new accounts and/or expands existing accounts. Acts as lead or SME resource for more junior members on the corporate sales team. 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
• Conducts quarterly business reviews and leads executive briefings on occasion

Leveraging Internal Partners & Channel

• 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 alliances, etc.)
• Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
• 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 on select accounts as needed
• Develops account plans focused on maintaining/growing accounts on occasion
• Drives coordinated selling approach and account planning with global counterparts

Solution Selling

• Identifies customer's business needs, challenges, and technical requirements and recommends to Equinix solutions
• Leads sales pitch delivery, leveraging SEs where appropriate; adapts pitch to customer needs and persona
• 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
• 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

Prospecting

• Coordinates with opportunity development team on a strategy for lead & sales opportunity qualification
• Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects and leveraging industry contacts and partners
• Prospects account base to sell global platform and exporting outside of country

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

Team Lead

• Provides guidance and subject matter expertise to more junior team members
• Assists with onboarding and training new team members on occasion

Qualifications

• Typically requires a bachelor's degree and 5+ years of related experience or equivalent work experience

The targeted pay range for this position in the following location is/locations are:

United States - Ashburn Office AEO: 126,000 - 188,000 USD/Annual

United States - Dallas Infomart Office DAI: 114,000 - 171,000 USD/Annual

United States - Tampa Office TAO: 114,000 - 171,000 USD/Annual

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.

The targeted pay range listed reflects on-target earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.

Equinix benefits: as an employee, you become important to Equinix's success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure we're providing you with the best package possible. So, wherever you are in your career and life, you'll be able to enhance your experience and bring your whole self to work.

Employee assistance program: an employee assistance program is available to all employees.

US benefits: insurance: you may enroll in health, life, disability and voluntary plans that are designed for you and your eligible family members. Retirement: you and Equinix may contribute to a retirement plan to help you plan for your financial future. Paid time off (PTO) and paid holidays: you will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to change and may be subject to specific plan or program terms.