Senior Account Executive 1

Equinix; Calgary; On-site; CAD 100,000 - 150,000; Full time

Job summary

Equinix is seeking a Senior Account Executive to drive sales and manage key customer relationships. This role focuses on expanding existing accounts and acquiring new business in a dynamic environment. Candidates should possess strong sales acumen, strategic planning capabilities, and a proven track record in solution selling. Join a leading company and contribute to the digital infrastructure revolution, with a commitment to diverse perspectives and equitable opportunities.

Qualifications

• 7+ years experience in sales.
• Bachelor's Degree required.

Responsibilities

• Plans, builds, and maintains customer relationships.
• Identifies customer needs and matches to Equinix solutions.
• Leads negotiations and manages contract renewals.

Skills

Customer Relationship Management

Solution Selling

Negotiation

Sales Strategy

Education

Bachelor's Degree

Job description

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Who are we?

Equinix is the world’s digital infrastructure company, operating over 260data 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.

Who are we?

Equinix is the world’s digital infrastructure company, operating over 260data 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 providingan 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 larger domestic and global accounts. Facilitate strategic account planning, leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.

Responsibilities

Build Customer Relationships

• 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
  
  

Leverage Internal & External Partners

• 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
  
  

Account Planning

• 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
  
  

Solution Selling

• 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
  
  

Contract Renewals

• 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
  
  

Pipeline Management

• Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
• Identifies at risk accounts, expiring contracts and forecasts churn
  
  

Territory Planning

• 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
  
  

Prospecting

• 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
  
  

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
• Partners with sales leadership to present at regional deal review
  
  

Mentorship/Lead

• 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
  
  

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.

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  Internet Publishing

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