Sr. Account Executive 2, Mid-Market Sales

Posted 4 Days Ago
Be an Early Applicant
5 Locations
125K-204K Annually
Senior level
Big Data • Cloud • Internet of Things
The Role
The Senior Account Executive sells Equinix solutions to mid-market accounts, manages customer relationships, collaborates with internal teams, drives sales strategies, and leads negotiations.
Summary Generated by Built In

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

The Senior Account Executive sells Equinix solutions to new mid-market accounts and/or expands existing accounts. Acts as Lead or SME resource for more junior members on the Corporate Sales team. The majority of interaction with customers is 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.)

  • Leverage 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

  • Researchs 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

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 contact sand 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

  • Bachelor's degree and 5+ years of related experience or equivalent work experience

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

  • San Francisco, CA / Bay Area: $136,000 to $204,000 per year

  • California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $125,000 to $187,000 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. 

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The Company
HQ: Redwood City, CA
10,765 Employees
On-site Workplace

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.

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