Account Executive - Mid-Market Sales

pacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. 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.

The Account Executive sells Equinix solutions to new accounts within a unique scope. Focus on largest global accounts in region. Leads negotiation process, and leads extended sales team on complex multi-region / multi-metro sales.

Responsibilities

· Viewed as a senior level individual contributor sales account manager with broad expertise or unique knowledge
· Uses skills to contribute to development of company objectives and principles and to achieve goals in creative and effective ways
· Works on significant and unique issues where analysis of situations or data requires an evaluation of intangibles

Prospecting

· Partners with other Sales stakeholders to strategize and lead sales opportunity qualification
· Pursues highest propensity prospects with no current revenue and fills the funnel with opportunities while pitching prospects primarily at C-level and leveraging industry contacts and partners
· Actively prospects the development of new accounts to sell global platform and achieves outside of country 
· Builds relationships with key stakeholders at prospect companies  
· Utilizes available tools to prospect new opportunities

Leverage Internal & External Partners

· Leads sales approach with the extended sales teams and external partners
· Collaborates with global sales team to sell global Equinix platform
· Demonstrates consistent cross region exports
· Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate new accounts
· Creates formal networks involving coordination among groups

Account Planning

· Researches and documents detailed understanding of customer business and organizational landscape on high priority prospects
· Exercises independent judgment in methods, techniques and evaluation criteria for obtaining results
· Effectively transitions account to Account Manager, maintaining customer satisfaction to ensure future revenue growth

Solution Selling

· Focuses on critical, large, complex, high visibility, strategic, or tactically important accounts
· Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with Sales Engineers (SEs) and Sales Architects (SAs)
· Leads delivery of expert, compelling pitch, leveraging SE/SAs where appropriate; customizes pitch to customer and persona 
· Proven proficiency of Equinix product set and solutions
· Sells full suite of Equinix offerings to include global footprint and achieves exports
· Leverages external partners to drive solution development in new areas/prospects

Pipeline Management

· Actively monitors and maintains status of opportunities in SalesForce Database, following the principles of forecasting while using their broad expert knowledge of skills to resolve significant and unique issues

Territory Planning

· Prioritizes list of prospects for short and long-term pursuit to achieve assigned sales objectives
· Provides accurate forecasts
· May focus on a particular vertical or sub-vertical within a dedicated sector

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; overcome objections and position and engage and senior levels in account
· Partners with Sales leadership to present at regional deal review

Qualifications

· Bachelor's Degree required

· Working proficiency in English and Native/Fluent in French is critical for this role.