Sr. Account Executive 2, Mid-Market Sales

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 Senior Account Executive sells Equinix solutions to mid-market new accounts and/or expands existing accounts. Acts as Lead or SME resource for more junior members on the Corporate Sales team. The majority of interaction with customers is via phone and email, with occasional travel to local accounts.

Responsibilities

Building Customer Relationships

• Builds and maintains relationships with key stakeholders in assigned accounts/prospects
• Facilitates customer relationships to ensure timely resolution of customer issues
• Conducts Quarterly Business Reviews and leads Executive Briefings on occasion

Leveraging Internal Partners & Channel

• Leads and drives 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 Alliances, etc.)
• Leverages a network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
• Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts

Account Planning

• Researches and documents a detailed understanding of customer business and organizational landscape on select accounts as needed
• Develops account plans focused on maintaining/growing accounts on occasion
• Drives a coordinated selling approach and account planning with global counterparts

Solution Selling

• Identifies customer’s business needs, challenges, and technical requirements and recommends Equinix solutions
• Leads sales pitch delivery, leveraging SEs where appropriate; adapts pitch to customer needs and persona
• Sells the full suite of Equinix offerings, including global footprint
• Leverages external partners to drive solution development in new areas/prospects

Contract Renewals

• Addresses high churn risk customers by leveraging internal resources and external partners
• Facilitates customer contract renewals and negotiations to protect revenue
• Leverages internal resources to understand customers' contractual obligations around notice periods, renewal terms, and Equinix exposure

Pipeline Management

• Monitors and maintains status of opportunities in SFDC, following the principles of forecasting
• Identifies at-risk accounts, expiring contracts, and forecasts churn

Territory Planning

• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts

Prospecting

• Coordinates with the Opportunity Development Team on a strategy for lead and sales opportunity qualification
• Pursues highest propensity prospects, fills the funnel with opportunities; pitches prospects and leverages industry contacts and partners
• Prospects account base to sell global platform and export outside of country

Negotiation

• Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain the best commercial terms possible
• Understands commercial levers and problem-solves to make initial recommendations on deal structure

Qualifications & Requirements

• Typically requires a Bachelor's degree and proven years of related experience or equivalent work experience
• Language requirements: English & French (native)
• Strong sales framework knowledge
• Value-based solution selling experience, ideally in technology, infrastructure, SAAS and/or digital infrastructure or a related field