Account Executive 2

Job Summary

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

esponsibilities

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 customers 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 development accounts, and to pursue new business
• Contributes to building a pipeline by generating leads and referrals from prospect accounts and building on existing business within the account
• Actively plans and prospects into accounts via outreach, Discovery calls and opens initially qualified opportunities and delivers Platform Equinix Elevator pitch
• 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
• Applies specialized technical product/service/solution knowledge to assess customers business and identify opportunities to maximize Equinix mind and wallet share in the account
• Capable of engaging in both technical and business conversations at multiple levels of the organization, including with C and VP level people in Data Center, Digital transformation AI/GenAI, Sustainability etc
• Use value-added selling skills to propose additional products, services, solutions which will contribute to customer's business
• Brainstorm, research, and evaluate vertical industry segments for digital transformation, IT transformation, Hybrid multi-Cloud, AI/Machine Learning business use cases and typical customer pain points

Negotiation

• Facilitates commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
• Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure

Qualifications

• 7+ years' experience of building strong multimillion-dollar business with large SI, OEMs, Cloud / SaaS Service providers, Data center operators, Carriers
• Exposure and strong business relationship with key decision makers from BFSI, Manufacturing, Pharmaceuticals, Unicorn FinTech, HealthTech, E-Comm, etc
• Strong concept and solution selling expertise to CIO, CTO/CDOs
• Should have ability connect and present solutions to CXO's of large enterprises
• Bachelor's Degree - Engineering plus Full time Management Degree required
• Demonstrated prior success in pipeline and lead generation through prospecting customers to ensure long-term success
• Previous experience in Sales Development, Business Development or equivalent role with Large Enterprises - BFSI, Manufacturing, Pharmaceuticals promoting IT Infra, Data Center services, SaaS, Cloud, AI/ML, Data Science, or related products
• Experience with the Challenger Sales Methodology and/or Outcome Based Selling significant plus
• Good prioritization skills to focus on the key prospecting targets
• Willingness to take ownership and execute with a positive, can-do, self-starter mentality in a highly collaborative atmosphere
• Consistently achieves quarterly role metrics for booking and pipeline generation activities.
• Proven track record of quota, new logo and revenue achievement
• Genuine desire to work to make a difference in a fast space, dynamic organization to create meaningful business and partnerships