Senior Account Executive 1, Mid-Market Sales

Job Summary

The Senior Account Executive 1 sells Equinix solutions to small and mid-market new accounts and/or expands existing accounts. Majority of interaction with customer via phone and email. 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

Leveraging Internal Partners & Channel

• 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 Alliances, etc.)
• 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 as needed
• Develops account plans focused on maintaining/growing accounts on occasion

Solution Selling

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

Contract Renewals

• Addresses high churn risk customers leveraging internal resources and external partners proactively
• 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

• Monitors and maintains status of opportunities in SFDC, following the principles of forecasting
• Identifies at risk accounts, expiring contracts and forecast 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 Opportunity Development Team on a strategy for lead & sales opportunity qualification
• Pursues highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts

Negotiation

• Facilitates the commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
• Partners with sales leadership, commercial solutions, and P&L to recommend deal structure

Qualifications

• Bachelor's degree with 5+ years of relevant working experience preferred
• Fluency in English and Mandarin speaking preferred