Senior Global Account Executive

Who are we?

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 place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.

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.

Job Summary

Results-driven Global Account Manager within territory/region to lead and expand relationships with large, complex multinational customer. This front-line sales role is responsible for identifying new revenue, developing and executing account strategies, managing large complex deals while achieving revenue targets, and delivering exceptional customer outcomes

Responsibilities

Responsibilities

Build Customer Relationships

• Develops and nurtures relationships with global account at local/regional level

• Considered the internal expert for assigned customer. Understands assigned customers market position, products, and how that aligns with the Equinix opportunity to convert business opportunities into new revenue

• Acts as primary point of contact in addressing day-to-day customer needs

• Supports and coordinates with GAM team on local/regional quarterly business reviews and customer requests

Leverage Internal Partners & Channel

• Coordinates sales approach with the extended sales team (Global Account Managers, Sales Engineers, Solutions Architect, Customer Care, Sales Support, Commercial Solutions, Marketing, Sales Operations, etc.) and external partners (Channel, Alliances, etc.) as needed at the local and regional level

• Collaborates with internal teams to deliver superior client experience with ownership of assigning accountability to drive issues to satisfactory resolution

Account Strategy/Planning

• Collaborate with internal teams (Commercial Solutions, Sales Engineering, Customer Success, Product, Legal ) to craft compelling, customized solutions that address customer requirements and maximize new revenue opportunities

• Create and execute a strategic Americas regional territory plan in alignment with and in support of the broader global account strategy

• Consistently maintain and document a detailed understanding of customer business evolution and organizational landscape

• Intimately understands assigned customer buying cycles, approval processes and plans ahead to ensure deal closure commitments are met and any risks are mitigated

• Maintain a disciplined pipeline and forecasting methodology using Salesforce and Clari ensuring transparency and accuracy in deal progression and updates

• Communicates regional/global account strategy to internal partners and stakeholders in the territory/region

• Drive awareness across broader internal teams on external market trends and the impact on the customer’s business initiatives and Equinix sales opportunities

Solution Selling

• Must possess ability to identify, qualify, and develop new business opportunities within assigned global account by uncovering unmet needs, expansion triggers, and transformation initiatives

• Drive the full sales cycle from opportunity discovery and solution development to proposal, negotiation, and close

• Possesses confidence in working with executive leadership internally and externally

• Support/Collaborate with peer regional leads to ensure continuity across all aspects of the business to maintain strategic alignment and consistent global client experience

• Works closely with global team to prepare commercial and technical service proposals, working closely with Sales Engineering, Operations, and Commercial teams

• Ensures proposals are accurate and fully align with the specific customer requirements

• Sells full suite of Equinix products as well as complexity of global footprint

• Leverages external partners to drive solution development in new areas/prospects

Contract Management/Renewals

• Develops detailed understanding of complex commercial terms and regional/global implications and can convey proposals to gain win/win outcomes

• Proactively work with assigned customer to identify high churn risk locations, leveraging internal resources to mitigate

• Owns and leads customer contract renewals and negotiations driving internal support teams to meet quarterly revenue commitments to the business

Pipeline Management

• Accurately and transparently prioritizes opportunities for short-term pursuit to achieve assigned sales objectives

• Identifies at-risk opportunities or expiring contracts and forecasts churn, develops mitigation plans

• Possesses accountability and ability to escalate at-risk issues to gain Executive support

• Maintains accurate Salesforce.com and Clari forecasts and activity records, providing accurate forecasts for current quarter and 1 year out

Negotiation

• Facilitates broader team support and leads negotiation on complex contractual terms and conditions

• Understands and can articulate customer requirements to internal stakeholders to develop effective solutions

• Strong attention to detail with ability to foresee potential issues that could prolong negotiations

• Work across various team disciplines ( Operations, Security, Health & Safety, Sustainability, etc.) to gain consensus in solving contractual requirements on deadline

Qualifications

• 10+ years of experience in quota-bearing sales roles, with a strong track record of closing a wide range of deal sizes (transactional to large, complex)

• Exceptional relationship-building skills with the ability to engage and influence C-level executives

• Experience with new business acquisition and/or business development

• Demonstrated success in managing and growing global enterprise accounts, preferably in technology, cloud, or infrastructure services

• Deep understanding of digital infrastructure, cloud ecosystems, and hybrid IT architectures

• Strong business acumen, negotiation skills, and executive presence

• Bachelor's degree preferred

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

United States - CA Non-Bay Area, AK, CT, DC, HI, IL, MD, MA, NJ, NY, VA, WA : 241,000 - 361,000 USD / Annual

United States - Redwood City Office GHQ : 262,000 - 394,000 USD / Annual

United States - Ashburn Office AEO : 241,000 - 361,000 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.