Account Executive, Mid-Market Sales

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Job Summary

In this newer to career role, the Account Executive 1 sells Equinix solutions to small and mid-market new accounts and/or expands existing accounts. Majority of interaction with customer via phone and email. Occasional travel to local accounts.

Responsibilities
Building Customer Relationships

• Builds and maintains relationships with key stakeholders in assigned accounts/prospects

• Facilitates customer relationships to ensure timely resolution of customer issues

Leveraging Internal Partners & Channel

• Coordinates sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliances, etc.)

• Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts

Account Planning

• Researches and documents detailed understanding of customer business and organizational landscape on select accounts as needed

• Develops account plans focused on maintaining/growing accounts on occasion

Solution Selling

• Identifies customer’s business needs, challenges, and technical requirements and matches to Equinix solutions in partnership with SEs/SAs

• Delivers pitch on Equinix product set and solutions in partnership with SE/SAs

• Sells full suite of Equinix offerings to include global footprint

• Leverages external partners to drive solution development in new areas/prospects

Contract Renewals

• Addresses high churn risk customers leveraging internal resources and external partners proactively

• 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

• Monitors and maintains status of opportunities in SFDC, following the principles of forecasting

• Identifies at risk accounts, expiring contracts and forecast churn

Territory Planning

• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts

Prospecting

• Coordinates with Opportunity Development Team on a strategy for lead & sales opportunity qualification

• Pursues highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts

Negotiation

• Facilitates the commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible

• Partners with sales leadership, commercial solutions, and P&L to recommend deal structure

Qualifications

• Typically requires a Bachelor's degree and 1+ years of related experience or equivalent work experience

The United States targeted pay range for this position in the following location is / locations are:
• San Francisco, CA / Bay Area: $82,000 to $120,000 per year
• California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $75,000 to $111,000 per year
Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.
The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.
As an employee, you become important to Equinix’s success. Details about our company benefits can be found at the following link:
USA Benefits eBook

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.

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.