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About the Role

Accelerate Equinix’s growth in market share and revenue by penetrating new accounts and expanding existing ones. Protect and grow revenue in assigned accounts, drive customer satisfaction, and develop new enterprise accounts.

Responsibilities

• 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.
• Leads Executive Briefings.
• Leads and drives a coordinated sales approach with the extended sales team and external partners.
• Collaborates with the global sales team to sell the global Equinix platform.
• Demonstrates consistent cross-region exports.
• Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts.
• Researches and documents a detailed understanding of the 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.
• Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs.
• Leads delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs and persona.
• Sells full suite of Equinix offerings to include global footprint and achieves exports.
• Leverages external partners to drive solution development in new areas/prospects.
• 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, and Equinix exposure.
• Actively monitors and maintains the status of opportunities in SFDC, following the principles of forecasting.
• Identifies at-risk accounts, expiring contracts, and forecasts churn.
• Prioritizes list of accounts/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.
• Coordinates with the Opportunity Development Team to strategize lead & sales opportunity qualification.
• Pursues highest propensity prospects, fills the funnel with opportunities; pitches prospects primarily at C-level; leverages industry contacts and partners.
• Actively prospects account base to sell the global platform and achieves exports outside of the country.
• Utilizes available tools to prospect and leverage account strategy plans.
• 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.
• Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices.

Requirements

• Proven years experience preferred.
• Bachelor's Degree required.

Skills

• Sales
• Account Management
• Solution Selling
• Negotiation
• Forecasting
• Prospecting
• Relationship Building
• Cross-functional Collaboration
• Strategic Planning

Location

• Remote

Work Type

• Full-time

Experience Level

• Mid-level

Education Level

• Bachelor's Degree

About the Company

• Equinix is the world’s digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.
• A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.
• A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact.
• You’ll work across teams, influence key decisions, and help shape the path forward.
• You’ll find belonging, purpose, and a team that welcomes you—because when you feel valued, you’re empowered to do your best work.

Equal Opportunity

• Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability.
• Equinix is an Equal Employment Opportunity and, in the 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.
• We use artificial intelligence in our hiring process.
• This posting is for a backfill position, meaning it is to fill an existing vacancy within our organization.
• Equinix participates in E-Verify.
• Accessibility and Accommodations: Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability.
• Equinix maintains a list of preferred recruiting agencies.
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