Responsible for leading Equinix’s relationship with strategic accounts that will include regional/global customer contacts. Works within a matrixed sales team environment to set regional/global strategy, achieve/surpass established sales goals, and address customer needs. May be a team leader and provide professional leadership and coordination for team on a single, key account. Accounts are highly strategic, and have complex requirements. Responsible for significant key partner relationship management and development. Responsible for the master strategy for accounts and ensures the strategy is executed.
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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.
Job Summary
Responsible for leading Equinix’s relationship with strategic accounts that will include regional/global customer contacts. Works within a matrixed sales team environment to set regional/global strategy, achieve/surpass established sales goals, and address customer needs. May be a team leader and provide professional leadership and coordination for team on a single, key account. Accounts are highly strategic, and have complex requirements. Responsible for significant key partner relationship management and development. Responsible for the master strategy for accounts and ensures the strategy is executed.
Responsibilities
Build Customer Relationships
Represents Equinix with Customer C-level
Develops and maintains relationships with regional/global customer executive stakeholders to drive global bookings/revenue growth in assigned accounts
Builds deep network of contacts and knowledge of assigned strategic accounts
Manages the engagement with the customer as a strategic alliance relationship
Develops best practices to strengthen customer relationship
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Develops and manages successful partnerships with internal organizations to support the global strategic customer relationship and complex projects
Marshalls resources including Solutions Architects, Sales Engineering, Contracts, Billing, FP&A, Product Marketing and Business development at the global level
Easily manages across all levels of Equinix senior management level for benefit of the customer
Develops and leverages network of contacts within partner organizations to support the long term strategy
Delivers a long-term global account plan to senior executives on a semi-annual basis and manages implementation of the account strategy globally Coaches other GAM team members supporting them
Account Strategy/Planning
Sets long term vision for account. Inspires global cross functional team to develop creative solutions for customer and is able to implement complex initiatives
Develops global strategic account plan from regional inputs and facilitates decision making of complex trade off between regional and global priorities
Manages account activity relative to quarterly and fiscal year plan, creates executive reports
Drives coordinated selling approach and account planning with global counterparts and continually communicates global account strategy to internal partners and stakeholders in the region/globally
Thinks holistically and strategically about the business, driving "go to market" activities as well as "sell to" and considering all touch points across the customer experience
Solution Selling
Synthesizes customer’s business needs, challenges, and technical requirements from regions and recommends Equinix solutions
If applicable, sells business value of Equinix "sell with" activities to global customer extending value of Equinix platform
Demonstrates superior leadership of account as viewed by key stakeholders including C-level executives
Leads compelling C-level executive selling approach, leveraging the global account strategy and key stakeholders
Sells Equinix as a strategic partner and incorporates the full suite of Equinix offerings including global footprint
Leverages external partners to drive solution development in new areas/prospects
Contract Management/Renewals
Develops detailed understanding of commercial terms and problem solves regional/global implications, making decisions on more complex issues to drive deal alignment and with long term strategy
Proactively addresses high churn risk customers, leveraging internal resources and external partners to resolve issues
Drives customer contract renewals and negotiations to protect revenue
Develops, defines, and implements global channel/reseller relationships with targeted accounts
Pipeline Management
Monitors and updates on pipeline and forecast status (‘Five to Forecast’) of each account/opportunity for current and future quarters
Manages prioritization of opportunities for short- and long-term pursuits to achieve regional/global objectives
Analyzes trends across the account and develops plans to minimize and forecast churn
Negotiation
Manages complex commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
Understands commercial levers and problem solves to make recommendations on deal structure; overcomes objections and engages at most senior levels in account
Partners with sales leadership to present at regional/global deal review
Engages and influences Executive leadership in strategic negotiations
Qualifications
Proven years experience preferred
Bachelor's degree preferred
The targeted pay range for this position in the following location is / locations are:
United States - CA Non-Bay Area, AK, CT, DC, IL, MD, MA, NJ, NY, VA, WA : 313,000 - 469,000 USD / Annual
United States - CA Bay Area : 341,000 - 511,000 USD / Annual
United States - Dallas Field Office : 284,000 - 426,000 USD / Annual
United States - Chicago Office CHO : 313,000 - 469,000 USD / Annual
United States - New York City Office NYO1 : 313,000 - 469,000 USD / 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 Equinix’s 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 we’re providing you with the best package possible. So, wherever you are in your career and life, you’ll 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.
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.
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About Equinix
Data Centers & Cloud Infrastructure13931 employeesFounded 1998
Global provider of data center colocation and interconnection services.
