Equinix
Senior Account Executive (Digital Sales)
Equinix, Redwood City, California, United States, 94061
Qualifications
Typically requires a minimum of 8 years of related experience with a Bachelor’s degree; or 6 years and a Master’s degree; or a PhD with 3 years experience; or equivalent experience Experience with Enterprise Sales within the ICT/Managed Service and Hosting arena (e.g. IT/software services, web/application/platform hosting, managed services, SAAS, Cloud computing, ISP) Responsibilities
Facilitate strategic account planning, leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales Partners with Sales Account Executives on digital customer fit, pitch, personas, uses cases, common pain points, potential competitors, and how to handle objections Understands and works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors Maintains and grows expertise in leading transformational technology concepts and methodologies Develops market knowledge of partner solutions and uses cases, and product adjacent technologies to share with extended sales team Build Customer Relationships Works as a business partner with account teams to develop digital pursuit strategies with customers and partners which are larger or more strategic in nature Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects and partners Contributes to quarterly business reviews with customers to identify and develop new digital selling opportunities Advises others on complex matters In partnership with Sales Account Executive, builds and executes customer acquisition strategy to expand digital solutions market share in existing accounts and new logos Coaches Account Executives to qualify and prioritize digital services opportunities for short and long-term pursuit to achieve assigned sales objectives Engages and influences key stakeholders in assigned accounts, prospects, and partners Develops initiatives to increase new digital product sales flow, senior client meetings and ways to position the comprehensive product portfolio Collaborates with the extended sales team throughout the customer life cycle Contributes to post sale account planning and adoption Product Solution Selling Understands business drivers, challenges, pain points and how Equinix digital solutions provide business outcomes that align to those initiatives Works with Account Executives to identify customers’ business needs, challenges and technical requirements Leads SME Level presentations and compelling pitches Works closely with Solutions Architects to design digital solutions that drive customer outcomes Defines value metrics within the prospects/customers and delivers value assessments Engages and influences key decision makers within client base Facilitates resources necessary to further sales cycle such as Solution Architects, Technical Account Managers, Product, Customer Success, Marketing etc Meets or exceeds Monthly, Quarterly and Annual sales objectives and revenue quota, constantly working towards team, monthly & quarterly KPI metrics such as pipeline build, revenue attainment, digital bookings and opportunities development Leverages external partners to drive solution development in new areas/prospects Provides product specific forecasting and opportunity status to Digital Sales Management and consults with extended sales team on revenue growth Works with Marketing, Channel and Business Development to support the creation and running of campaigns to generate additional pipeline Implements and tracks metrics for recording the success and quality of the sellers in your territory Uses these metrics to guide your work and uncover hidden areas of opportunity Partners with Account Executives to identify at risk accounts and how digital products or services could increase renewal chances Determines methods and procedures on new assignments Drives quoting, negotiating, and closing digital services sales in a global solution(s) selling environment Supports the Account Executive with digital services contracts and serves as a liaison to the legal team Understands commercial levers and problem solves to make initial recommendations on deal structure Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices Benefits
San Francisco, CA / Bay Area: $270,000 to $404,000 per year California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $266,000 to $396,000 per year Colorado, Nevada, Rhode Island: $241,000 to $360,000 per year Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits
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Typically requires a minimum of 8 years of related experience with a Bachelor’s degree; or 6 years and a Master’s degree; or a PhD with 3 years experience; or equivalent experience Experience with Enterprise Sales within the ICT/Managed Service and Hosting arena (e.g. IT/software services, web/application/platform hosting, managed services, SAAS, Cloud computing, ISP) Responsibilities
Facilitate strategic account planning, leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales Partners with Sales Account Executives on digital customer fit, pitch, personas, uses cases, common pain points, potential competitors, and how to handle objections Understands and works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors Maintains and grows expertise in leading transformational technology concepts and methodologies Develops market knowledge of partner solutions and uses cases, and product adjacent technologies to share with extended sales team Build Customer Relationships Works as a business partner with account teams to develop digital pursuit strategies with customers and partners which are larger or more strategic in nature Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects and partners Contributes to quarterly business reviews with customers to identify and develop new digital selling opportunities Advises others on complex matters In partnership with Sales Account Executive, builds and executes customer acquisition strategy to expand digital solutions market share in existing accounts and new logos Coaches Account Executives to qualify and prioritize digital services opportunities for short and long-term pursuit to achieve assigned sales objectives Engages and influences key stakeholders in assigned accounts, prospects, and partners Develops initiatives to increase new digital product sales flow, senior client meetings and ways to position the comprehensive product portfolio Collaborates with the extended sales team throughout the customer life cycle Contributes to post sale account planning and adoption Product Solution Selling Understands business drivers, challenges, pain points and how Equinix digital solutions provide business outcomes that align to those initiatives Works with Account Executives to identify customers’ business needs, challenges and technical requirements Leads SME Level presentations and compelling pitches Works closely with Solutions Architects to design digital solutions that drive customer outcomes Defines value metrics within the prospects/customers and delivers value assessments Engages and influences key decision makers within client base Facilitates resources necessary to further sales cycle such as Solution Architects, Technical Account Managers, Product, Customer Success, Marketing etc Meets or exceeds Monthly, Quarterly and Annual sales objectives and revenue quota, constantly working towards team, monthly & quarterly KPI metrics such as pipeline build, revenue attainment, digital bookings and opportunities development Leverages external partners to drive solution development in new areas/prospects Provides product specific forecasting and opportunity status to Digital Sales Management and consults with extended sales team on revenue growth Works with Marketing, Channel and Business Development to support the creation and running of campaigns to generate additional pipeline Implements and tracks metrics for recording the success and quality of the sellers in your territory Uses these metrics to guide your work and uncover hidden areas of opportunity Partners with Account Executives to identify at risk accounts and how digital products or services could increase renewal chances Determines methods and procedures on new assignments Drives quoting, negotiating, and closing digital services sales in a global solution(s) selling environment Supports the Account Executive with digital services contracts and serves as a liaison to the legal team Understands commercial levers and problem solves to make initial recommendations on deal structure Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices Benefits
San Francisco, CA / Bay Area: $270,000 to $404,000 per year California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $266,000 to $396,000 per year Colorado, Nevada, Rhode Island: $241,000 to $360,000 per year Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits
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