Account Executive

Senior Account Executive 2, Commercial Sales

The Senior Account Executive 2, Commercial Sales role at Equinix involves collaborating closely with existing customers to understand their needs and deliver tailored Equinix solutions that drive value and support their digital transformation goals. This position requires managing a multi-quarter pipeline effectively, ensuring accurate forecasting and progression of deals while maintaining alignment with revenue targets. Additionally, the role includes working with channel partners to expand market reach and drive revenue growth, leveraging strategic relationships to identify opportunities and secure commitments. The ideal candidate will excel in building strong customer relationships, navigating complex sales cycles, and positioning Equinix as a trusted partner in the digital infrastructure space.

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:

United States - DA1 Dallas: 114,000 - 171,000 USD / Annual

United States - Chicago Office CHO: 126,000 - 188,000 USD / Annual

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

United States - New York City Office NYO1: 126,000 - 188,000 USD / Annual

United States - Ashburn Office AEO: 126,000 - 188,000 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.

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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