Senior Account Executive 1-Net new business

Equinix; Paris; Hybride; EUR 60 000 - 100 000; Plein temps

Résumé du poste

An established industry player is seeking a Senior Account Executive to drive new business and manage complex sales processes. This dynamic role involves collaborating with diverse sales teams, leveraging strategic partnerships, and utilizing advanced prospecting techniques to engage C-level stakeholders. You will be responsible for understanding customer needs and delivering tailored solutions while maintaining a strong pipeline in a fast-paced environment. Join a company that values diversity and offers opportunities for professional growth in a supportive and innovative setting, where your contributions will impact the digital infrastructure landscape.

Qualifications

• Bachelor’s degree required with proven years of related experience.
• Expertise in solution selling and negotiation is essential.

Responsabilités

• Lead sales strategy and negotiate contracts with key accounts.
• Prospect new opportunities and build relationships with stakeholders.
• Manage pipeline and ensure customer satisfaction for revenue growth.

Connaissances

Solution Selling

Negotiation

Pipeline Management

Prospecting

Account Planning

Formation

Bachelor’s degree

Outils

SalesForce

Description du poste

Senior Account Executive 1-Net new business

Senior Account Executive 1-Net new business

Apply remote type Hybrid locations Paris Office PAO time type Full time posted on Posted 17 Days Ago job requisition id JR-150277

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

Senior Acquisition Account Executive sells Equinix solutions to new accounts within a complex scope. Focus on larger domestic and global accounts. Leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.

Responsibilities

• Viewed as an expert in the field with wide-ranging experience.
• Uses professional concepts and company objectives to resolve complex issues in creative and effective ways.
• Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors.

Prospecting

• Partners with other Sales stakeholders to strategize and lead sales opportunity qualification.
• Pursues highest propensity prospects with no current revenue and fills the funnel with opportunities while pitching prospects primarily at C-level and leveraging industry contacts and partners.
• Actively prospects account base to sell global platform and achieves exports outside of country.
• Builds relationships with key stakeholders at prospect companies.
• Utilizes available tools to prospect new opportunities.

Leverage Internal & External Partners

• Leads sales approach with the extended sales teams and external partners.
• 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 new accounts.
• Networks with key contacts outside own area of expertise.

Account Planning

• Researches and documents detailed understanding of customer business and organizational landscape on high priority prospects.
• Exercises judgement in selecting methods, techniques and evaluation criteria for obtaining results.
• Effectively transitions account to Account Manager, maintaining customer satisfaction to ensure future revenue growth.

Solution Selling

• Responsible for large, complex, high visibility, strategic, or tactically important accounts.
• Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with Sales Engineers (SEs) and Sales Architects (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.

Pipeline Management

• Actively monitors and maintains status of opportunities in SalesForce Database, following the principles of forecasting while using wide-ranged advanced experience to resolve complex issues.

Territory Planning

• Prioritizes list of prospects for short and long-term pursuit to achieve assigned sales objectives.
• Provides accurate forecasts.
• May focus on a particular vertical or sub-vertical within a dedicated sector.

Negotiation

• Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain the 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

• Determines methods & procedures on new assignments; may coordinate project work for others.
• Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices.

Qualifications

• Typically requires a Bachelor’s degree and proven years of related experience or equivalent work experience.