Sr. Account Executive 1

Who are we

Equinix is the worlds digital infrastructure company shortening the path to connectivity to enable the innovations that enrich our work life and planet.

A place where bold ideas are welcomed human connection is valued and everyone has the opportunity to shape their future.

A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and work across teams influence key decisions and help shape the path forward. Youll find belonging purpose and a team that welcomes youbecause when you feel valued youre empowered to do your best work.

Job Summary

Accelerate Equinixs growth in market share and revenue by penetrating new accounts and work cross-functionally to expand and grow existing accounts. Protect/expand revenue in assigned accounts and work cross-functionally to drive high customer satisfaction. Develop new accounts by working cross-functionally with specific emphasis in enterprise space.

Responsibilities
Build Customer Relationships

• Plans builds and maintains relationships with key stakeholders 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

• Leads Executive Briefings

Leverage Internal & External Partners

• 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.)

• Collaborates with global sales team to sell global Equinix platform

• Demonstrates consistent cross region exports

• Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts

Account Planning

• 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

Solution Selling

• Identifies customers business needs challenges and technical requirements to match to Equinix solutions in partnership with SEs/SAs

• Leading delivery of pitch leveraging SE/SAs where appropriate; adapts pitch to customer needs and persona

• Proven proficiency of Equinix product set and solutions

• Sells full suite of Equinix offerings to include global footprint and achieves exports

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

Contract Renewals

• Proactively addresses high churn risk customers leveraging internal resources and external partners

• 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

• Actively monitors and maintains status of opportunities in SFDC following the principles of forecasting

• Identifies at risk accounts expiring contracts and forecasts churn

Territory Planning

• 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

Prospecting

• Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification

• Pursues highest propensity prospects fills the funnel with opportunities; pitching prospects primarily at C-level; leveraging industry contact sand partners

• Actively prospects account base to sell global platform and achieves exports outside of country Utilizes available tools to prospect and leverage account strategy plans

Negotiation

• Leads commercial offer and contract negotiations leveraging internal resources as needed to obtain best commercial terms possible

• Understands commercial levers and problem solves to make initial recommendations on deal structure

• Partners with sales leadership to present at regional deal review

Mentorship/Lead

• Mentors Account Executives or other sales professionals; leads special projects provides guidance to team on new products/processes/best practices

Qualifications

• 7 years experience preferred

• Bachelors Degree required

The targeted pay range for this position in the following location is / locations are:

Canada - Toronto Office TRO : 198000 - 296000 CAD / 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 Equinixs 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 were providing you with the best package possible. So wherever you are in your career and life youll 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.

Canada Core Benefits: - Insurance: You may enroll in healthcare coverage that is designed to complement the provincial healthcare system along with life disability and optional benefit plans that are designed for you and your eligible family members. - Retirement: You may also enroll in Equinix-sponsored retirement or savings plans: Defined Contribution Pension Plan (DCPP) Group Retirement Savings Plan (RRSP) and Tax-Free Savings Plan (TSFA). - Vacation and Paid Holidays: Equinix offers both vacation and personal time along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to specific plan or program terms and to change at Equinix discretion.

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.

This posting is for a backfill position meaning it is to fill an existing vacancy within our organization.

Required Experience:

Senior IC

Employment Type : Full-Time
Experience: years
Vacancy: 1