24 days old

Senior Account Executive, Federal-Civilian

Equinix
Herndon, VA 20170
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  • Job Code
    JR-113802
  • Jobs Rated
    51st
Senior Account Executive, Federal-Civilian
Equinix is one of the fastest growing data center companies, growing connectivity between clients worldwide. Thats 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 talented 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 its 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.

You will sell Equinix solutions to new Federal Civilian accounts and/or expand existing accounts. You have the ability to facilitate strategic account planning, lead the negotiation process, and lead the extended sales team on complex multi-region / multi-metro sales.

Responsibilities

  • You will engage and build strong Customer relationships
  • Facilitates customer relationships to ensure timely resolution of customer issues
  • You plan, build, and maintain relationships with key partners in assigned accounts/prospects
  • Conducts quarterly business reviews with customers to identify and develop new selling opportunities
  • You will lead Executive Briefings
  • You lead and drive a 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.)
  • You will sell the global Equinix platform
  • You understand business drivers of accounts and use strategic alliances and reseller partners to penetrate accounts
  • Researches and documents detailed understanding of customer business and interpersonal landscape
  • Develops strategic, account plans focused on maintaining/growing accounts
  • Drives strategic, global & multi-line of business account plans
  • You position and sell complex network managed services
  • You discuss customers business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
  • You have a leading delivery of pitch, using SE/SAs where appropriate; adapts pitch to customer needs and persona
  • Validated proficiency of Equinix Government Solutions product set and solutions
  • Sells full suite of Equinix offerings to include global footprint and achieves exports
  • You utilize external partners to drive solution development in new areas/prospects
  • You actively address high churn risk customers leveraging internal resources and partners
  • Facilitates customer contract renewals and negotiations to protect revenue
  • You use 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
  • You prioritize a list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
  • Provides accurate forecasts
  • You coordinate with the Opportunity Development Team to strategize lead & sales opportunity qualification
  • You pursue the 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
  • Utilizes available tools to prospect and use account strategy plans
  • Leads commercial offer and contract negotiations, using internal resources as needed to obtain the best commercial terms possible
  • Understands commercial levers and problem solves to make initial recommendations on deal structure
  • You partner with sales leadership to present at regional deal review

Qualifications

  • 7+ years experience preferred

  • Bachelor's Degree required
  • Top Secret DoD security clearance

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.







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Posted: 2020-03-14 Expires: 2020-04-12

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Senior Account Executive, Federal-Civilian

Equinix
Herndon, VA 20170

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Accountant
51st2018 - Accountant
Overall Rating: 51/220
Median Salary: $69,350

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