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Global Account Executive

Company: Equinix
Location: Redwood City
Posted on: January 20, 2023

Job Description:

Global Account ExecutiveEquinix is the world's digital infrastructure company, operating 245+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.We are a fast-growing global company with 70+ quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of 10,000+ companies, including 2,000+ networks and 3,000 cloud and IT service providers in 32 countries spanning six continents. -A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment. that is foundational to our core values as a company and is vital to our success. -Job SummaryThe Global Account Manager works with the lead Client Executive in executing the overall global account strategy for one or more of Equinix's key global accounts in collaboration with Regional teams in Europe, Asia, and Americas. The Global Account Manager implements effective sales strategies, maintains successful long-term business relationships with key decision-makers and influencers, and leverages Equinix assets and to expand of existing business and new business.ResponsibilitiesBuilds 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 occasionLeads 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 accountsResearches 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 counterpartsIdentifies 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/prospectsAddresses 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 exposureMonitors and maintains status of opportunities in SFDC, following the principles of forecastingIdentifies at risk accounts, expiring contracts and forecast churnPrioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecastsCoordinates 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 countryLeads 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 structureProvides guidance and subject matter expertise to more junior team membersAssists with onboarding and training new team members on occasionMeets or exceeds sales targets for assigned customer/s and results in growth across all regions (North America, Europe, Asia, Latin America)Facilitate Customer contract renewals in a timely and organized fashionPlan for, build, and maintain effective relationships with senior executives, key decision makers, influencers and technical experts across the client organizationDevelops clear understanding of customer environments and builds customer communication solutions in which Equinix can impact, enhance and optimize the customer's business activities and resultsAssigns priorities to business opportunities and helps create account plans and sales strategies under direction of the Client ExecutiveExerts strong influence on the customer's global datacenter strategy and purchasing decisionsWorks directly and cross-functionally to drive high customer satisfaction among designated accountsDevelops new ideas for expanding business relationships in evolving customer environmentsQualifications5+ years experience in a sales role, including 3+ years in a named account management roleProficient at planning and executing account strategies and maintaining effective long-term business relationships at the senior level with key decision makersC-Level/executive business sales experienceProficiency in negotiating agreements and strong negotiation skillsExperienced in leveraging resources, specialist in a global environmentDemonstrated success managing large and complex customer relationshipsIntercultural proficiency in dealing with matrix organizationsExcellent presentation skills, strong strategic thinker, analytical abilityIn depth knowledge of key segment trends specific to clients business and industryThe targeted pay range for this position in the following location is / locations are:San Francisco, CA / Bay Area: - $197,000 to $356,000Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.SALES ROLESThe targeted pay range displayed 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.Company benefits for the U.S. are subject to eligibility requirements and include Medical, TeleMedicine, Dental, Vision, Life and AD&D insurance, 401K, leave of absence and disability benefits, paid time off, holidays, and more.Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you need assistance in applying for an open position, you may send an email to Please provide your contact information and let us know how we can assist you.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. (Equal Opportunity / AA / Disabled / Veterans Employer (U.S.)).SummaryLocation: Redwood CityType: Full time

Keywords: Equinix, Redwood City , Global Account Executive, Other , Redwood City, California

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