Who are we?
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
Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on Field Enterprise and Global accounts.
What you’ll be doing
Build Customer Relationships
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Plans, builds, and continuously strengthens relationships with key stakeholders in assigned accounts/prospects
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Expands relationships with existing accounts to new business units and personas
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Facilitates customer relationship building across extended account team to ensure timely resolution of customer issues and more diversified touchpoints within accounts
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Conducts quarterly business reviews with customers to identify and develop new revenue opportunities and maintain high CSAT
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Cultivates executive positioning between critical client stakeholders and Equinix senior leadership team through EBCs and regular cadence
Territory and Account Planning
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Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
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Researches and documents detailed understanding of customer business and organizational landscape
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Develops and presents account plans focused on growing account revenue and diversifying Equinix solutions in place
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Engages extended team on driving new use case development, technical relationships, and executive exposure to further positioning within accounts
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May focus on particular vertical or sub-vertical within a dedicated sector
Solution Selling
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Identifies customer’s business needs, challenges, and technical requirements and ties desired customer business outcomes to relevant Equinix solutions
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Tailors and delivers pitch in partnership with SE/SAs to meet customer specific business cases
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Proven proficiency of Equinix value proposition including product set, targeted use cases and ecosystem
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Sells full suite of Equinix offerings to include global footprint and ecosystem connectivity
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Leverages external partners to drive solution development in new areas/prospects
Contract Renewals
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Proactively addresses high churn risk customers leveraging internal resources and external partners to protect revenue stream
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Facilitates customer contract renewals and negotiations in advance of contract expirations to mitigate churn risk
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Leverages internal resources to understand customers contractual obligations around notice periods, renewal terms and Equinix exposure
Pipeline Management
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Consistently grows pipeline and adds new opportunities to funnel
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Provides accurate short- and long-term forecasts
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Actively monitors, maintains and updates status of opportunities in SFDC, following the Equinix principles of forecasting
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Identifies at risk accounts, expiring contracts and forecasts churn to raise leadership awareness of risk
Prospecting
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Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
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Pursues highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts
Negotiation
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Facilitates commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
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Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure
Leverage Internal & External Partners
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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
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Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
Mentorship/Leadership
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Open to guidance from leadership and more senior Account Executives
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Leads extended team under unified sales strategy providing coaching to less tenured support
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Collaborates across broader region on best practices
What we’ll expect from you
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Larger account experience preferred, payments/financial account experience a plus
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Hunger to win in pursuit of new business
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Bachelor's Degree required
The United States targeted pay range for this position in the following location is / locations are:
• San Francisco, CA / Bay Area: $279,000 to $417,000 per year
Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.
The targeted pay range displayed 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.
As an employee, you become important to Equinix’s success. Details about our company benefits can be found at the following link:
USA Benefits eBook
Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.
Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.
What We Do
Equinix (Nasdaq: EQIX) is the world’s digital infrastructure company™, enabling digital leaders to harness a trusted platform to bring together and interconnect the foundational infrastructure that powers their success. Equinix enables today’s businesses to access all the right places, partners and possibilities they need to accelerate advantage. With Equinix, they can scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value.
