Senior Account Executive (SLED)

Equinix is the world’s digital infrastructure company, operating 245+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.We are a fast-growing global company with 80+ quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of 10,000+ companies, including 2,000+ networks and 3,000 cloud and IT service providers in 32 countries spanning six continents.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:Primary role is acquisition of new SLED (State, Local Government, Education) customers.Time Management: 85% Acquisition/15% Account ManagementTarget potential accounts and technology buyers.Drive new colocation and digital sales within the assigned Equinix territory.Play an integral part in the account strategy, helping to identify priority target accounts.Focus on the acquisition of new accounts which will then become a part of your territory and account ownership.Keep up-to-date knowledge of Equinix's services and products, ensuring they align with customer requirements.Work with different teams like Product & Solutions Marketing, Segment Marketing, Field Marketing, Regional Marketing Programs, and Channel partners to maximize the reach and effectiveness of acquisition strategies.Utilize channel partnerships and distribution to develop pipeline opportunities and scale business.Coordinate with Opportunity Development Team to strategize lead & sales opportunity qualification.Pursue highest propensity prospects, filling the funnel with opportunities; pitch prospects primarily at C-level; leverage industry contacts and channel partners.Utilize available tools to prospect and leverage account strategy plans – i.e., LinkedIn Navigator, GovTech Navigator, Salesforce.Build Prospect and Customer RelationshipsPlan, build, and maintain relationships with key stakeholders in the assigned Equinix territory.Lead Executive Briefings.Facilitate customer relationships to ensure timely resolution of customer issues.Conduct quarterly business reviews with customers to identify and develop new selling opportunities.Leverage Internal & External PartnersLead and drive 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.).Collaborate with global sales team to sell global Equinix platform.Demonstrate consistent cross-region exports.Understand business drivers of accounts and leverage strategic alliances and reseller partners to penetrate accounts.Account PlanningResearch and document detailed understanding of customer business and organizational landscape.Develop strategic, global account plans focused on maintaining/growing accounts.Drive strategic, global & multi-line of business global account plans.Solution SellingIdentify customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with Sales Engineers and Solution Architects.Lead delivery of pitch, leveraging Sales Engineers and Solution Architects where appropriate; adapt pitch to customer needs and persona.Proven proficiency of Equinix product set and solutions.Sell full suite of Equinix offerings to include global footprint and achieve exports.Leverage external partners to drive solution development in new areas/prospects.Contract RenewalsProactively address high churn risk customers leveraging internal resources and external partners.Facilitate customer contract renewals and negotiations to protect revenue.Leverage internal resources to understand customers' contractual obligations around notice periods, renew terms, Equinix exposure.Pipeline ManagementActively monitor and maintain status of opportunities in Salesforce.com, following the principles of forecasting.Identify at-risk accounts, expiring contracts, and forecast churn.Territory PlanningPrioritize list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives.Provide accurate forecasts.May focus on particular vertical or sub-vertical within a dedicated sector.NegotiationLead commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible.Understand commercial levers and problem solve to make initial recommendations on deal structure.Partner with sales leadership to present at regional deal review.Mentorship/LeadMentor Account Executives or other sales professionals; lead special projects, provide guidance to team on new products/processes/best practices.Qualifications7+ years experience preferred selling to the Public/SLED business segments (state, local government, and higher education).Experience introducing colocation and/or digital products to expand sales in existing accounts.Proven track record of success driving adoption of disruptive technologies within State, Local and Higher Education.Sales Experience in either/or Colocation, Software Defined Networking (SDWAN), Hypervisors or Virtualization technologies, Cloud Service Providers and Cloud Technologies.Proven ability to develop and execute sales and account strategies.Experience with channel partnerships to drive complex sales and adoption of digital products.Bachelor's Degree required.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.

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