Account Executive 2

Job Description

Job Summary

The Account Executive will drive sales of Equinix solutions to new accounts and expand relationships with existing accounts, with a specialized focus on domestic and global telco customers. This role requires a deep understanding of the telecom industry, including its challenges, opportunities, and ecosystem, to deliver tailored solutions that meet customer needs.
 

Responsibilities
Build Customer Relationships

• Plans, builds, and maintains relationship 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
• Leads Executive Briefings

Leverage Internal & External Partners

• Leads and drives 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.)
• Collaborates with global sales team to sell global Equinix platform
• Understands business drivers of accounts and leverages strategic alliances (Power of 3) and reseller partners to penetrate accounts

Account Planning

• Research and documents detailed understanding of customer business and organizational landscape
• Develops strategic, global account plans focused on maintaining/growing accounts
• Drives strategic, global & multi-line of business global account plans

Solution Selling

• Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
• Leading delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs and persona
• 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

Prospecting

• Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; leveraging industry contact sand partners
• Actively prospects account base to sell global platform and achieves exports outside of country · Utilizes available tools to prospect and leverage account strategy plans.
• Experience working on cross-sector/inter-regional opportunities and accounts

Negotiation

• Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible.
• Understands commercial levers and problem solves to make initial recommendations on deal structure.
• Partners with sales leadership to present at regional deal review

Qualifications

• Bachelor's degree preferred
• Minimum 6 years of experience in sales, with a proven sales track record working in telecommunication industry
• Sell-through experience with telecommunication company is a plus
• Good project management, problem solving, time-management, communication and presentation skills and able to work under pressure