Sr. Account Executive 2, Mid - market Sales

Senior Account Executive

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

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

• Prospecting/ Account Management
• Building Customer Relationships
• Negotiation
• Sales Cadence

Prospecting/ Account Management

• Success in this sales role hinges on more than just closing deals. It requires a deep understanding of doing business in India. The candidate should possess an intimate knowledge of the local market dynamics, including the competitive landscape, economic trends, and customer behavior specific to different regions.
• Build and pursue high propensity prospects, create quality/high value pipeline, and achieve sales quota. Results-oriented candidates who are good closers, strong negotiators or possess the skills in deal qualification, have worked in a high performing, dynamic sales environment will be considered.
• Develop localized sales strategies and initiatives to generate domestic pipeline. Identify, prospect, and acquire new logos within the mid-market segment across various verticals in India to uncover new opportunities and export opportunities outside of India.
• Ability to position and articulate Equinix's value preposition, understand customer's business challenges, desired outcomes and work efficiently with global solution architects, commercial solutions and internal support team to design a solution for our customers and prospects.
• Collaborate effectively with other stakeholders including channel partners/opportunity development/partner team to jointly build and generate strong pipeline.
• Identifies at risk accounts, expiring contracts and forecast churn and handle renewals. Candidate will be required to manage existing accounts and post sales.

Building Customer Relationships

• Act as a trusted advisor to clients, deeply understanding their business challenges and articulate how our solutions can address their specific needs and deliver measurable ROI.
• Excellent communication and presentation skills to articulate our value proposition. Strong ability to build relationship and influence decisions with the C-level executives, key decision-makers and ability to nurture strong relationships at all levels.
• Builds and maintains relationships with key stakeholders in assigned accounts/prospects.
• Facilitates customer relationships to ensure timely resolution of customer issues.

Negotiation

• Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible.
• Sound knowledge of decision making process within the customer's organization, buying pattern and ability in reaching out to multiple stakeholders within the organization.
• Understands commercial levers and work out creative commercial offerings and deal structure.

Sales Cadence

• Strong pipeline management skills, maintain healthy and qualified sales pipeline and provide accurate sales forecasts.
• Adopt to Equinix 5-to-forecast methodology.
• Adhere to the sales discipline of timely weekly pipeline deal update and track progress of opportunities.

Qualifications

• Bachelor's degree with at least 7 years of prior sales experience in information technology or equivalent. The applicant must have experience selling into the mid-market sector.
• Applicants must possess strong communication and presentation skills.
• Results oriented. Demonstrated track record of success.
• Ad-hoc travel might be required.