Senior Account Executive 2 - Slough, United Kingdom - Equinix

Equinix

Verified Company

Slough, United Kingdom

1 week ago

Posted by:

Tom O´Connor

beBee Recruiter

Description

Senior Account Executive 2

Equinix is the world's digital infrastructure company, operating 245+ 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.

Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.

We are a fast-growing global company with 70+ quarters of growth.

Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of 10,000+ companies, including 2,000+ networks and 3,000 cloud and IT service providers in 32 countries spanning six continents.

A career at Equinix means you will collaborate on work that impacts 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.

Responsibilities
Build Customer Relationships

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

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
Demonstrates consistent cross region exports
Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts

Account Planning

Researches and documents detailed understanding of customer business and organizational landscape
Drives strategic, global, multiline of business global account plans with Equinix top customers globally
Drives coordinated selling approach and account planning with global counterparts

Solution Selling

Identifies customer's business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/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

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
Identify at risk accounts, expiring contracts and forecasts churn

Territory Planning

Prioritizes list of accounts/prospects for short and longterm pursuit to achieve assigned sales objectives
Provides accurate forecasts
May focus on particular vertical or subvertical within a dedicated sector

Prospecting

Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at Clevel; leveraging industry contacts and partners
Actively prospects account base to sell global platform and achieves outside of country
Utilizes available tools to prospect and leverage account strategy plans

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

Mentorship/Lead

Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices

Qualifications

Extensive experience preferred
Bachelor's Degree required

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, c