Account Executive - Acquisition
Company: Equinix
Location: Southfield
Posted on: January 12, 2021
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Job Description:
Account Executive - Acquisition Equinix is one of the fastest
growing data center companies, growing connectivity between clients
worldwide. That's why we're always looking for creative and forward
thinking people who can help us achieve our goal of global
interconnection. With 200 data centers in over 24 countries
spanning across 5 continents, we are home to the Cloud, supporting
over 1000 Cloud and IT services companies that are directly engaged
in technological innovation and development. We are passionate
about further evolving the specific areas of software development,
software and network architecture, network operations and complex
cloud and application solutions. At Equinix, we make the internet
work faster, better, and more reliably. We hire hardworking people
who thrive on solving hard problems and give them opportunities to
hone new skills, try new approaches, and grow in new directions.
Our culture is at the heart of our success and it's our authentic,
humble, gritty people who create The Magic of Equinix. We share a
real passion for winning and put the customer at the center of
everything we do. RESPONSIBILITIES * Plans, builds, and maintains
relationships with key partners 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 *
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 Alliance, etc.) * Demonstrates consistent intra-region
selling and occasional cross region exports * Uses network of peer
representatives in strategic alliance and reseller partners to map
and penetrate accounts * Researches and documents detailed
understanding of customer business and organizational landscape on
select accounts * Develops account plans focused on
maintaining/growing accounts * Identifies customer's business
needs, challenges, and technical requirements to match to Equinix
solutions in partnership with SEs/SAs * Delivers pitch in
partnership with SE/SAs and tailors pitch to customer needs *
Proven proficiency of Equinix product set and solutions * Sells
full suite of Equinix offerings to include global footprint * Uses
external partners to drive solution development in new
areas/prospects * Proactively addresses high churn risk customers
using internal resources and partners * Facilitates customer
contract renewals and negotiations to protect revenue * Uses
internal resources to understand customers contractual obligations
around notice periods, renew terms, Equinix exposure * Actively
monitors and maintains 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 particular vertical or sub-vertical within a dedicated sector *
Coordinates with Opportunity Development Team to strategize lead &
sales opportunity qualification * Pursues the highest propensity
prospects, fills the funnel with opportunities; cold calling
prospects and building industry contacts * Facilitates commercial
offer and contract negotiations in partnership with Sales
Management, using internal resources as needed to obtain best
commercial terms possible * Understands commercial levers and
partners with sales leadership, commercial solutions, and P&L
to recommend deal structure * Open to guidance from leadership and
more senior Account Executives QUALIFICATIONS * 5+ years experience
preferred * Bachelor's Degree required Equinix is an equal
opportunity employer. All applicants will receive consideration for
employment without regard to race, religion, color, national
origin, sex, sexual orientation, gender identity, age, status as a
protected veteran, or status as a qualified individual with
disability.
Keywords: Equinix, Southfield , Account Executive - Acquisition, Other , Southfield, Michigan
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