Who are we?
Equinix is the world’s digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.
Job Summary
The primary responsibility of this role is the acquisition of new State, Local Government, and Education (SLED) customers within the assigned Southern California territory and additional states (Nevada, Arizona). This position is primarily a hunter-focused, new logo sales role with a strong emphasis on outbound prospecting, relationship creation, and pipeline generation.
While the role includes responsibility for existing accounts, success is measured by the ability to identify, pursue, and close new SLED customer opportunities across State, Local, and Education organizations.
Time Allocation
90% New Acquisition / 10% Account Management
Responsibilities
New Business Acquisition & Territory Ownership
Own and execute existing customer acquisition strategy across SLED territory, including current customers, Los Angeles Unified School District, San Bernadino County and Riverside County to name a few. This also includes all local government and education entities across the region
Target net new agencies, institutions, and buying centers within assigned and whitespace accounts
Drive new collocation and digital infrastructure sales within the assigned territory
Play an integral role in defining account strategies and identifying priority target accounts
Focus on opportunities that originate through outbound prospecting and hunting activities, which then convert into owned territory accounts
High Activity Strategic Sales Execution
Maintain a high level of channel-partner focused growth initiatives and activity, proactive engagement with C-suite including CIO, CFO, procurement and attending industry conferences, trade shows, and regional SLED events
Pursue highest propensity prospects and consistently fill the sales funnel
Pitch primarily to C-level and senior government stakeholders. Leverage industry relationships, channel partners, and ecosystem connections to create new opportunities
Pipeline Development & Opportunity Management
Coordinate with Opportunity Development teams to strategize lead qualification and opportunity advancement
Actively monitor and maintain opportunity status in Salesforce, following best practice forecasting principles
Identify at risk opportunities, expiring contracts, and churn risks
Provide accurate sales forecasts using Salesforce and Clari
Tool Utilization
Utilize modern sales tools to drive prospecting, pipeline management, and territory execution, including:
Outlook
Salesforce (SFDC)
Clari
LinkedIn Navigator
eRepublic / GovTech Navigator
AI driven tools (e.g., Perplexity) for research, messaging, and productivity
Build Prospect & Customer Relationships
Plan, build, and maintain strong relationships with key stakeholders across SLED organizations
Lead and participate in Executive Briefings
Facilitate customer relationships to ensure timely resolution of issues
Conduct Quarterly Business Reviews (QBRs) to uncover expansion and upsell opportunities
Leverage Internal & External Partners
Lead a coordinated sales approach across internal teams (Sales Engineers, Solutions Architects, Customer Care, Commercial Solutions, Sales Operations)
Work closely with resellers, strategic alliance partners, and channel partners to penetrate accounts and scale opportunity creation
Account & Territory Planning
Research and document a detailed understanding of customer business environments, organizational structures, and buying dynamics
Develop and execute strategic territory and account plans focused on acquisition and expansion
Prioritize accounts and prospects for short and long term pursuit
May focus on specific sub verticals within the SLED sector
Solution Selling
Identify customer business needs, challenges, and technical requirements
Map customer needs to Equinix solutions in partnership with Sales Engineers and Solution Architects
Lead customer presentations and solution pitches, adapting messaging to customer personas
Demonstrate proficiency across the Equinix portfolio, including global platform and interconnection solutions
Leverage external partners for solution development within new prospects and use cases
Contract Renewals & Commercial Negotiations
Proactively address high churn risk customers using internal and external resources
Facilitate contract renewals and negotiations to protect revenue
Lead commercial discussions, understanding pricing, deal structures, and contractual levers
Partner with sales leadership for regional deal reviews
Leadership & Mentorship
Mentor Account Executives and other sales professionals as needed
Lead special projects and provide guidance on new products, processes, and best practices
Qualifications
7+ years of experience selling into Public Sector / SLED (State, Local Government, Higher Education)
Proven hunter background with experience driving net new logo acquisition
Track record of success selling colocation and/or digital infrastructure solutions
Experience with technologies such as Colocation, SD‑WAN, Virtualization, Cloud Service Providers, and Cloud Platforms
Strong experience leveraging channel partners in complex enterprise sales
Proven ability to develop and execute territory and acquisition strategies
Bachelor’s Degree required
The targeted pay range for this position in the following location is / locations are:
United States - LA4 Los Angeles : 274,000 - 412,000 USD / Annual
Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location.The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
The targeted pay range listed 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.
Equinix Benefits
As an employee, you become important to Equinix’s success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure we’re providing you with the best package possible. So, wherever you are in your career and life, you’ll be able to enhance your experience and bring your whole self to work.
Employee Assistance Program: An Employee Assistance program is available to all employees.
US Benefits: - Insurance: You may enroll in health, life, disability and voluntary plans that are designed for you and your eligible family members. - Retirement: You and Equinix may contribute to a retirement plan to help you plan for your financial future. - Paid Time Off (PTO) and Paid Holidays: You will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to change and may be subject to specific plan or program terms.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.
We use artificial intelligence in our hiring process. Learn more here.
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