Account Executive

Your responsibilities

• Builds and maintains relationships with key stakeholders
• Facilitates customer relationships to ensure resolution of issues
• 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 and reseller partners to map and penetrate accounts
• Researches detailed understanding of customer business and organizational landscape
• Develops account plans focused on maintaining/growing accounts on occasion
• Identifies customer’s business needs, challenges, and technical requirements matching 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
• Addresses high churn risk customers
• Facilitates customer contract renewals and negotiations
• Monitors and maintains status of opportunities in SFDC, following the principles of forecasting
• Identifies at risk accounts, expiring contracts and forecast churn
• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts
• 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
• Facilitates the commercial offer and contract negotiations in partnership with Sales Management
• Partners with sales leadership, commercial solutions, and P&L to recommend deal structure