Responsibilities

- Accelerate Equinix’s growth in market share and revenue by penetrating recent 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
- 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
- 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
- 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
- Identifies customer’s 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
- 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
- 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 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
- 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
- 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. Bachelor’s Degree required.

#J-18808-Ljbffr

📌 Senior Account Executive (Toronto)
🏢 Equinix
📍 Toronto