Sr. Account Executive 2, Mid-Market Sales

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.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 impact. You’ll work across teams, influence key decisions, and help shape the path forward. You’ll find belonging, purpose, and a team that welcomes you—because when you feel valued, you’re empowered to do your best work.Job SummaryThe Senior Account Executive sells Equinix solutions to mid-market new accounts and/or expands existing accounts. Acts as Lead or SME resource for more junior members on the Mid-Market Sales team. Majority of interaction with customer via phone, email and face to face local engagement. Occasional travel to local accounts within Indonesia and Asia Pacific.ResponsibilitiesBuilding Customer RelationshipsBuilds and maintains relationships with key stakeholders in assigned accounts/prospectsFacilitates customer relationships to ensure timely resolution of customer issuesConducts Quarterly Business Reviews and Leads Executive Briefings on occasionLeveraging Internal Partners & ChannelLeads 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 Alliances, etc.)Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accountsUnderstands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accountsAccount PlanningResearches and documents detailed understanding of customer business and organizational landscape on select accounts as neededDevelops account plans focused on maintaining/growing accounts on occasionDrives coordinated selling approach and account planning with global counterpartsSolution SellingIdentifies customer’s business needs, challenges, and technical requirements and recommends to Equinix solutionsLeads sales pitch delivery, leveraging SEs where appropriate; adapts pitch to customer needs and personaSells full suite of Equinix offerings to include global footprintLeverages external partners to drive solution development in new areas/prospectsContract RenewalsAddresses high churn risk customers leveraging internal resources and external partnersFacilitates customer contract renewals and negotiations to protect revenueLeverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposurePipeline ManagementMonitors and maintains status of opportunities in SFDC, following the principles of forecastingIdentifies at risk accounts, expiring contracts and forecast churnTerritory PlanningPrioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecastsProspectingCoordinates with Opportunity Development Team on a strategy for lead & sales opportunity qualificationPursues highest propensity prospects, fills the funnel with opportunities; pitching prospects and leveraging industry contact sand partnersProspects account base to sell global platform and exporting outside of countryNegotiationLeads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possibleUnderstands commercial levers and problem solves to make initial recommendations on deal structureQualificationsTypically requires a Bachelor's degree and 5+ years of related experience or equivalent work experienceEquinix 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.