Sr. Account Executive, Mid-Market Sales

Who are we?

Equinix is the world’s digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet. A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.

A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You’ll work across teams, influence key decisions, and help shape the path forward. You’ll find belonging, purpose, and a team that welcomes you—because when you feel valued, you’re empowered to do your best work.

Job Summary

The Account Executive sells Equinix solutions to mid-market new accounts and/or expands existing accounts. This role acts as a Lead or Subject Matter Expert (SME) resource for more junior members on the Corporate Sales team. The majority of customer interaction is via phone and email, with occasional travel to local accounts.

Key Responsibilities

Customer Relationship Management

• Build and maintain relationships with key stakeholders in assigned mid-market accounts.
• Resolve customer issues promptly to maintain satisfaction and retention.

Internal & Partner Collaboration

• Coordinate sales efforts with internal teams (Sales Engineers, Solution Architects, Customer Care, etc.) and external partners (Resellers, Strategic Alliances).
• Leverage partner networks to identify and penetrate new opportunities within strategic accounts.

Account Planning

• Research and document customer business structures and priorities.
• Develop account plans to maintain and grow revenue across select accounts.

Solution Selling

• Identify customer needs and technical requirements; align with Equinix solutions.
• Deliver solution pitches in collaboration with Sales Engineers and Solution Architects.
• Sell the full Equinix portfolio, including the global data center footprint.
• Engage external partners to support solution development in new areas.

Contract Management

• Proactively manage high-risk accounts to reduce churn.
• Lead contract renewals and negotiations to protect and grow revenue.
• Ensure compliance with contractual terms, including notice periods and renewal conditions.

Pipeline & Forecasting

• Maintain opportunity status in Salesforce (SFDC) and follow forecasting best practices.
• Identify at-risk accounts and expiring contracts; forecast potential churn.

Territory Planning

• Prioritize accounts and prospects to meet sales targets.
• Provide accurate forecasts and contribute to territory strategy.

Negotiation & Deal Structuring

• Support commercial negotiations in partnership with Sales Management.
• Recommend deal structures in collaboration with Commercial Solutions and P&L teams.

Required Qualifications

• Bachelor’s degree in Business, Marketing, or a related field, or equivalent work experience.
• Proven experience in enterprise or mid-market sales and account management.
• Demonstrated success in meeting or exceeding sales targets.
• Experience managing sales cycles and contract negotiations.
• Proficiency in Salesforce or similar CRM platforms.

Preferred Qualifications

• Experience in the data center, cloud, or IT infrastructure industry.
• Familiarity with strategic account planning and partner-led sales approaches.
• Understanding of mid-market customer dynamics and business drivers.