Account Executive 2

**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**

Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on mid-size domestic and global accounts.

**Responsibilities**
Build Customer Relationships
- Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects
- Establish a professional, working, and consultative, relationship with the key stakeholders in assigned accounts/prospects, by developing a basic understanding of the unique business needs of the customer within their industry
- Develops a deep understanding of, and effectively articulates, the Equinix Platform offerings and value propositions in the market
- Conducts quarterly business reviews with customers to identify and develop new selling opportunities

Leverage Internal & External Partners
- Coordinates sales approach with the extended sales team (Sales Engineers, Solutions Architect, Digital Sales Specialist, SSA, Commercial Solutions, Sales Operations, Customer Care, etc.) and external partners (Reseller, Strategic Alliance, etc.), targeting to improve sales velocity and sales pipeline growth
- Demonstrates consistent intra-region selling and occasional cross region exports
- Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
- Facilitates customer relationships to ensure timely resolution of customer issues

Account Planning
- Researches, and documents detailed understanding of customer business and organizational landscape on select accounts
- Develops account plans focused on maintaining/growing accounts
- Improves value-driven relationships with all key persons in your patch that can help in long-term business development and retention, thereby maximizing the revenue potential
- Develops mechanism to track competitor landscape and build strategy to make in-roads

Solution Selling
- Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
- Understands the role of each persona and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities
- Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs
- Proven proficiency of Equinix product set and solutions
- Possesses the ability to independently articulate the technical solution and the commercial benefits to the customer
- Sells full suite of Equinix offerings to include global footprint
- Leverages external partners to drive solution development in new areas/prospects

Contract Renewals
- Facilitates customer contract renewals and negotiations to protect revenue
- Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure
- Identifies at risk accounts, expiring contracts and potential churn to proactively addresses high risk customers leveraging internal resources and external partners

Pipeline Management
- Provides updates on all active accounts and reports on activities and progress on a weekly basis
- Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
- Drives proactive campaigns to build the sales pipeline, uses specialized knowledge and skills to prospect and qualify opportunities

Territory Planning
- To build the territory plan to meet the goals and objectives of Equinix
- Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives for assigned territory/account patch
- Provides accurate market information and forecasts
- May focus on particular vertical or sub-vertical within a dedicated sector
- Collaborate with cross functional and with the extended sales team to build the vertical / account-based strategy to increase mind and wallet share
- Develops mechanism to track competitor landscape and build strategy to increase mind and wallet share in assigned territory / account patch

Prospecting
- Demonstrates hunter mentality to actively pursue solution opportunities in acquisition and develo