Account Executive (Digital Sales)
Equinix is the world’s digital infrastructure company, operating 240+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. With Equinix Metal, customers can rapidly deploy automated single-tenant infrastructure and interact with 2,100 networks and 3,000+ cloud and service providers. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.
At Equinix, we help the world’s digital leaders scale with agility, speed the launch of digital services, deliver world-class experiences, and transform people’s lives. Our culture is based on collaboration and the growth and development of our teams.
We hire hardworking people who thrive on solving challenging problems and give them opportunities to hone new skills, and try new approaches, as we grow our product portfolio with new software and network architecture solutions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success.
Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on largest global accounts in region. Facilitate strategic account planning, leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.
Product Solution Expertise
Be a digital product and services expert. Sharing your knowledge of industry best practices, our digital service product offerings, and their benefits to customers
Support building digital expertise and new products growth across field sales. Partner with Sales Account Executives on digital customer fit, pitch, personas, uses cases, common pain points, potential competitors, and how to handle objections
Actively maintain and grow your expertise in leading transformational technology concepts and methodologies
Build Customer Relationships
Work as a business partner with account teams to develop digital pursuit strategies with customers and partners
Build relationships with key stakeholders in assigned accounts, prospects, and partners
Contribute to quarterly business reviews with customers to identify and develop new digital selling opportunities
Territory and Account Planning
Drive digital prospecting and account growth within existing accounts or new logos with Sales Account Executive
Partner with Account Executives to identify, qualify, prioritize, and execute digital services strategies for short and long-term pursuit to achieve assigned sales objective
Analyze customer data and make recommendations on how to maximize the digital services solutions within assigned territory or account segmentation
Product Solution Selling
Work with Account Executives to identify customers’ business needs, challenges and technical requirements and matches to Equinix solutions
Work closely with Solutions Architects to perform pre sales feasibility assessments to ensure that digital solutions meet the customer requirements
Define value metrics within the prospects/customers and deliver value assessments
Engage and influence key decision makers within client base
Facilitate resources necessary to further sales cycle such as Solution Architects, Technical Account Managers, Product, Customer Success, Marketing etc
Meet or exceed Monthly, Quarterly and Annual sales objectives and revenue quota, constantly working towards team, monthly & quarterly KPI metrics such as pipeline build, revenue attainment, digital bookings and opportunities development
Prioritize list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
Provide timely and accurate information to management such as forecasting and opportunity status
Work with Marketing, Channel and Business Development to support the creation and running of campaigns to generate additional pipeline
Works with Sales Account Executive to drive quoting, negotiating, and closing of digital services sales
Support the Account Executive with digital services contracts and serve as a liaison to the legal team
Validated enterprise sales and business development experience preferably within the IT/software services, web/application/platform hosting, managed services, SAAS, Cloud computing, or ISP
Develop and maintain a clear understanding of your prospects’ business needs and how Equinix’s solutions can enable current and future requirement
Proficient communication and presentation skills (written & verbal)
Strong technical aptitude to understand the challenges a prospect is facing and to translate those to business outcomes Equinix can deliver
Ability to progress complex opportunities through a cross-functional sales cycle
Self-starter, highly results-oriented and motivated to drive the highest possible level of responsiveness and performance; ability to spot potential wins and execute on them quickly and commercially
Excellent relationship building skills – Ability to build meaningful business relationships with Equinix customers, prospects, and internal colleagues
Proven track record of success driving adoption of disruptive technologies within enterprise accounts
The ability to work effectively at all levels within a high-growth, fast-paced environment and get results
Strong motivational colleague, with outstanding professional presence and eye for business
Coachable, accountable, driven to learn
Persistent, dependable and with integrity
Able to adapt to a constantly changing and growing environment, and share ideas on how to innovate
Sales force automation, enterprise resource planning or other IT infrastructure management (monitoring and discovery) technologies a definite plus
Sales specialist/overlay experience a plus
5+ years of Cloud sales experience
Equinix is an Equal Employment Opportunity and, in the https://U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.
Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.