Account Executive

About Equinix

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 Summary

This will be a junior-level role, working to penetrate new accounts and work cross-functionally to expand and grow existing accounts. Protect/expand revenue in smaller assigned accounts and work cross-functionally to drive customer satisfaction.

Responsibilities

Build Customer Relationships

• 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

Leverage Internal & External Partners

• Coordinates 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.)
• Collaborates in country to sell global Equinix platform, occasionally selling with peers outside their territory.
• Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts

Account Planning

• Researches and documents detailed understanding of customer business and organizational landscape on select accounts
• Develops account plans focused on maintaining/growing accounts

Solution Selling

• Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
• Delivers pitch on Equinix product set and solutions, in partnership with SE/SAs
• Understanding of Equinix product set
• Sells full suite of Equinix offerings to include global footprint
• 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; cold calling prospects and building industry contacts

Negotiation

• Facilitates the commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
• Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure

Mentorship/Lead

• Open to guidance from leadership and more senior Account Executives

Qualifications

• 3+ years experience preferred
• Bachelor's Degree required

Compensation

The targeted pay range for this position in New York City is $144,000 - $216,000 USD / Annual. This includes base pay plus commissions (OTE) and does not include equity or benefits. Individual pay is based on factors including job-related skills, experience, and relevant education or training.

Equinix Benefits

Equinix offers competitive and inclusive benefits aligned with our core values, including:

• Employee Assistance Program
• Insurance: Health, life, disability, and voluntary plans
• Retirement: Contribution to a retirement plan
• Paid Time Off (PTO) and Paid Holidays

Key skills/competency

• Sales
• Account Management
• Business Development
• Customer Relationship Management
• Negotiation
• Pipeline Management
• Solution Selling
• Prospecting
• Territory Planning
• Sales Operations