Senior Account Executive 1

About Equinix

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.

As a Senior Account Executive – Public Sector, you will be the driving force behind developing new business and expanding strategic relationships within the public sector. You translate societal trends into actionable plans and collaborate with multidisciplinary teams to close complex deals.

Your Responsibilities

• Translate sector developments into a targeted market approach and drive sales funnel growth.
• Develop new business and further expand the Public Sector segment.
• Maintain and strengthen relationships with existing customers, ensuring customer satisfaction remains a top priority.
• Provide functional leadership to your virtual account team.
• Inspire and influence decision-makers at C-level within client organizations and internally at Equinix.
• Native Dutch and Fluent English required.

Additional Responsibilities

• Plan, build, and maintain relationships with key stakeholders in assigned accounts and prospects.
• Facilitate customer relationships to ensure timely resolution of customer issues.
• Conduct quarterly business reviews with customers to identify and develop new selling opportunities.
• Lead Executive Briefings.
• Drive a 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 the global sales team to sell the global Equinix platform.
• Demonstrate consistent cross-region exports.
• Understand business drivers of accounts and leverage strategic alliances and reseller partners to penetrate accounts.
• Research and document a detailed understanding of customer business and organizational landscape.
• Develop strategic, global account plans focused on maintaining and growing accounts.
• Drive strategic, global, and multi-line of business global account plans.
• Identify customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs.
• Lead delivery of pitch, leveraging SE/SAs where appropriate; adapt pitch to customer needs and persona.
• Demonstrate proven proficiency of Equinix product set and solutions.
• Sell the full suite of Equinix offerings, including global footprint, and achieve exports.
• Leverage external partners to drive solution development in new areas and prospects.
• Proactively 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, and Equinix exposure.
• Actively monitor and maintain status of opportunities in SFDC, following the principles of forecasting.
• Identify at-risk accounts, expiring contracts, and forecast churn.
• Prioritize list of accounts and prospects for short and long-term pursuit to achieve assigned sales objectives.
• Provide accurate forecasts.
• May focus on a particular vertical or sub-vertical within a dedicated sector.
• Coordinate with the Opportunity Development Team to strategize lead and sales opportunity qualification.
• Pursue highest propensity prospects, fill the funnel with opportunities; pitch prospects primarily at C-level; leverage industry contacts and partners.
• Actively prospect account base to sell global platform and achieve exports outside of country.
• Utilize available tools to prospect and leverage account strategy plans.
• Lead 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.
• Mentor Account Executives or other sales professionals; lead special projects, provide guidance to team on new products, processes, and best practices.

Qualifications

• 7+ years of experience preferred.
• Bachelor's Degree required.
• Native Dutch and Fluent English required.