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Senior Account Executive 1 Jobs
Company | Equinix |
Address | Calgary, Alberta, Canada |
Employment type | FULL_TIME |
Salary | |
Category | IT Services and IT Consulting,Computer and Network Security,Technology, Information and Internet |
Expires | 2023-07-17 |
Posted at | 11 months ago |
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. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.
- Conducts quarterly business reviews with customers to identify and develop new selling opportunities
- Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects
- Facilitates customer relationships to ensure timely resolution of customer issues
- Leads Executive Briefings
- 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.)
- Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts
- Collaborates with global sales team to sell global Equinix platform
- Demonstrates consistent cross region exports
- Researches 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
- Sells full suite of Equinix offerings to include global footprint and achieves exports
- Leverages external partners to drive solution development in new areas/prospects
- Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
- Proven proficiency of Equinix product set and solutions
- Leading delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs and persona
- Facilitates customer contract renewals and negotiations to protect revenue
- Proactively addresses high churn risk customers leveraging internal resources and external partners
- Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure
- Identifies at risk accounts, expiring contracts and forecasts churn
- Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
- Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
- Provides accurate forecasts
- May focus on particular vertical or sub-vertical within a dedicated sector
- Actively prospects account base to sell global platform and achieves exports outside of country
- Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
- Utilizes available tools to prospect and leverage account strategy plans
- Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; leveraging industry contact sand partners
- Understands commercial levers and problem solves to make initial recommendations on deal structure
- Partners with sales leadership to present at regional deal review
- Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
- Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices
- 7+ years experience preferred
- Bachelor's Degree required
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