Account Executive II

Equinix

Responsibilities
Experience
Company Type
Workhours
Account Executive II

Responsibilities

Build Customer Relationships
· Plans, 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 with customers to identify and develop new selling opportunities

Leverage Internal & External Partners
· Coordinates 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.) · Demonstrates consistent intra-region selling and occasional cross region exports
· Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts


Account Planning
· Researches and documents detailed understanding of customer business and organizational landscape on select accounts
· Develops account plans focused on maintaining/growing accounts


Solution Selling
· Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
· Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs
· Proven proficiency of Equinix product set and solutions
· Sells full suite of Equinix offerings to include global footprint
· Leverages external partners to drive solution development in new areas/prospects


Contract Renewals

· Proactively addresses high churn risk customers 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, renew terms, Equinix exposure

Pipeline Management
· Actively 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
· Provides accurate forecasts
· May focus on particular vertical or sub-vertical within a dedicated sector

Prospecting

· Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
· Pursues highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts

Negotiation
· Facilitates commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
· Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure

Mentorship/Lead
· Open to guidance from leadership and more senior Account Executives

Qualifications

· 5+ years experience preferred
· Bachelor's Degree required
 

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Confirmed 15 hours ago. Posted 29 days ago.

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