Senior Account Executive – Financial Services

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Job Summary

Accelerate Equinix’s market share and revenue growth within banking, insurance, payments, fintech and capital markets, with a primary focus on expanding existing enterprise accounts. Build on your experience selling into Financial Services to understand customers’ business priorities, deepen executive relationships and identify opportunities across business units and geographies. Work cross-functionally to protect revenue, increase customer satisfaction and position Equinix’s global platform in support of customers’ resilience, hybrid multicloud, AI infrastructure and data sovereignty priorities.

Responsibilities

Build Customer Relationships

• Plans, builds and maintains relationships with executive, business and technology stakeholders across assigned Financial Services accounts, extending engagement beyond existing contacts
• Facilitates timely resolution of customer issues, recognising the importance of service continuity and trust in Financial Services relationships
• Conducts quarterly business reviews that connect customer priorities, existing deployments and investment plans to measurable account-growth opportunities
• Leads executive briefings focused on customers’ commercial objectives, infrastructure priorities and the business value of Equinix’s solutions

Leverage Internal & External Partners

• Leads a coordinated sales approach with Sales Engineers, Solutions Architects, Customer Care, SSA, Commercial Solutions, Sales Operations and external partners to expand Financial Services relationships
• Collaborates with global sales teams to support customers’ international operations and sell the global Equinix platform
• Consistently develops opportunities to expand customer deployments across countries and regions
• Understands Financial Services buying processes and business drivers, leveraging strategic alliances and reseller partners to strengthen account penetration

Account Planning

• Researches and documents customers’ business models, organisational structures, technology landscapes, procurement processes and decision-making stakeholders
• Develops strategic global account plans that prioritise retention, relationship expansion and growth across banking, insurance, payments, fintech or capital markets portfolios
• Drives coordinated, multi-line-of-business account plans with clear customer hypotheses, stakeholder engagement strategies and sequenced commercial opportunities

Solution Selling

• Leads consultative discovery to identify and qualify customer priorities, including operational resilience, application performance, cloud connectivity, AI adoption and data sovereignty, partnering with SEs/SAs to shape appropriate solutions
• Leads customer pitches that connect a clearly defined business challenge to Equinix’s value proposition, adapting the discussion to executive, commercial and technical audiences
• Develops and maintains proficiency in Equinix’s products and solutions, translating capabilities into relevant Financial Services outcomes
• Sells the full suite of Equinix offerings, expanding customers’ use of the global platform across locations and business units
• Leverages external partners to develop solutions and uncover additional opportunities within existing customer relationships

Contract Renewals

• Proactively identifies and addresses customers at risk of churn, coordinating internal resources and external partners to protect relationships and revenue
• Leads customer renewal discussions and negotiations, connecting continued investment to customer priorities and opportunities for expansion
• Uses internal resources to understand contractual obligations, notice periods, renewal terms and Equinix’s commercial exposure

Pipeline Management

• Maintains accurate opportunities in SFDC, with clear qualification, customer decision criteria, next steps and forecasts
• Identifies at-risk accounts and expiring contracts, forecasting churn and developing mitigation plans

Territory Planning

• Prioritises existing accounts and selected prospects according to growth potential, customer investment priorities and alignment with assigned sales objectives
• Provides accurate forecasts grounded in customer engagement, opportunity qualification and buying timelines
• Develops a focused approach across relevant Financial Services subsectors, recognising differences in customer needs and purchasing behaviour

Prospecting

• Coordinates with the Opportunity Development Team to qualify expansion opportunities and relevant new-account leads
• Builds pipeline through C-level engagement, established industry relationships and partners, with particular emphasis on new stakeholders and buying centers within existing accounts
• Uses account plans and prospecting tools to identify opportunities for customers to adopt the global platform beyond their current country or deployment

Negotiation

• Leads commercial offers and contract negotiations, coordinating internal resources to secure commercially sound terms
• Understands commercial levers and recommends deal structures that reflect customer buying processes, deployment plans and long-term account value
• Partners with sales leadership to present qualified opportunities and commercial recommendations at regional deal reviews

Mentorship/Lead

• Mentors Account Executives and other sales professionals, sharing Financial Services account insights, executive-engagement practices and effective approaches to consultative account growth

Qualifications

• Proven enterprise sales experience with customers in banking, insurance, payments, fintech or capital markets, demonstrating existing-account expansion, consultative discovery, opportunity qualification and complex deal closure. Established executive relationships and an understanding of Financial Services infrastructure priorities are strong advantages
• Bachelor’s Degree required

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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