Senior Account Executive

Equinix; Toronto; On-site; CAD 95,000 - 135,000; Full time

Job summary

Equinix in Toronto is seeking an experienced Senior Account Executive to accelerate growth and protect revenue by leveraging cross-functional teams across Sales Engineers, Solutions Architects, and partners. You will lead executive briefings, drive strategic global account plans, and expand within enterprise space.

The role requires building strong relationships with key stakeholders, conducting quarterly business reviews, and maintaining accurate forecasts in SFDC.

Qualifications

• 7+ years experience preferred.
• Bachelor’s Degree required.

Responsibilities

• Accelerate Equinix’s growth in market share and revenue by penetrating new accounts and work cross-functionally to expand and grow existing accounts
• Protect/expand revenue in assigned accounts and work cross-functionally to drive high customer satisfaction
• Develop new accounts by working cross-functionally with specific emphasis in enterprise space
• Plans, 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 with customers to identify and develop new selling opportunities
• Leads Executive Briefings
• 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 Alliance, etc.)
• Collaborates with global sales team to sell global Equinix platform
• Demonstrates consistent cross region exports
• Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts
• Researches and documents detailed understanding of customer business and organizational landscape
• Develops strategic, global account plans focused on maintaining/growing accounts
• Drives strategic, global & multi-line of business global account plans
• Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
• Leading delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs and persona
• Proven proficiency of Equinix product set and solutions
• Sells full suite of Equinix offerings to include global footprint and achieves exports
• Leverages external partners to drive solution development in new areas/prospects
• Proactively 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
• Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
• Identifies at risk accounts, expiring contracts and forecasts churn
• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
• Provides accurate forecasts
• May focus on particular vertical or sub-vertical within a dedicated sector
• Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
• Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; leveraging industry contact sand partners
• Actively prospects account base to sell global platform and achieves exports outside of country
• Utilizes available tools to prospect and leverage account strategy plans
• 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
• Partners with sales leadership to present at regional deal review
• Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices

Education

Bachelor's Degree

Job description

Responsibilities

• Accelerate Equinix’s growth in market share and revenue by penetrating new accounts and work cross-functionally to expand and grow existing accounts
• Protect/expand revenue in assigned accounts and work cross-functionally to drive high customer satisfaction
• Develop new accounts by working cross-functionally with specific emphasis in enterprise space
• Plans, 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 with customers to identify and develop new selling opportunities
• Leads Executive Briefings
• 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 Alliance, etc.)
• Collaborates with global sales team to sell global Equinix platform
• Demonstrates consistent cross region exports
• Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts
• Researches and documents detailed understanding of customer business and organizational landscape
• Develops strategic, global account plans focused on maintaining/growing accounts
• Drives strategic, global & multi-line of business global account plans
• Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
• Leading delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs and persona
• Proven proficiency of Equinix product set and solutions
• Sells full suite of Equinix offerings to include global footprint and achieves exports
• Leverages external partners to drive solution development in new areas/prospects
• Proactively 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
• Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
• Identifies at risk accounts, expiring contracts and forecasts churn
• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
• Provides accurate forecasts
• May focus on particular vertical or sub-vertical within a dedicated sector
• Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
• Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; leveraging industry contact sand partners
• Actively prospects account base to sell global platform and achieves exports outside of country
• Utilizes available tools to prospect and leverage account strategy plans
• 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
• Partners with sales leadership to present at regional deal review
• Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices

Qualifications

7+ years experience preferred. Bachelor’s Degree required.