Senior Account Executive – HiTech

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Job Summary

Accelerate Equinix’s market share and revenue growth within software/SaaS, technology platforms, hardware, cloud and AI providers, with a primary focus on expanding existing enterprise accounts. Apply your experience selling into HiTech to understand how customers build, deliver and scale their products and services. Deepen executive relationships and work cross-functionally to protect revenue, increase customer satisfaction and grow adoption of Equinix’s global platform across AI infrastructure, hybrid multicloud, interconnection and international expansion requirements.

Responsibilities

Build Customer Relationships

• Plans, builds and maintains relationships with executive, business and technology stakeholders across assigned HiTech accounts, including product, platform, infrastructure and engineering leaders
• Facilitates timely resolution of customer issues, recognising the impact of infrastructure performance and availability on customers’ products and services
• Conducts quarterly business reviews to connect customer growth plans, product roadmaps and infrastructure investments to new selling opportunities
• Leads executive briefings that position Equinix against customers’ priorities for scaling services, entering markets and improving infrastructure performance and efficiency

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 HiTech relationships
• Collaborates with global sales teams to support customers’ distributed operations and sell the global Equinix platform
• Consistently develops opportunities to expand customer deployments across countries and regions
• Understands customers’ commercial models and technology ecosystems, leveraging strategic alliances and reseller partners to deepen account penetration

Account Planning

• Researches and documents customers’ business models, product portfolios, organisational structures, infrastructure strategies and decision-making stakeholders
• Develops strategic global account plans focused on retention and expansion, aligned with customers’ product adoption, service delivery and geographic growth
• Drives coordinated, multi-line-of-business account plans with prioritised opportunities, stakeholder strategies and clear commercial milestones

Solution Selling

• Leads consultative discovery to identify and qualify customer priorities, including application performance, cloud connectivity, AI infrastructure, scalability, resilience and data location, partnering with SEs/SAs to shape solutions
• Leads customer pitches that translate infrastructure capabilities into business value, adapting the discussion to executive, product, commercial and technical audiences
• Develops and maintains proficiency in Equinix’s products and solutions, connecting capabilities to customers’ service economics and growth objectives
• Sells the full suite of Equinix offerings, expanding customers’ use of the global platform across products, business units and locations
• Leverages external partners to develop solutions and identify additional opportunities within customers’ technology ecosystems

Contract Renewals

• Proactively identifies and addresses customers at risk of churn, coordinating internal resources and external partners to protect relationships and revenue
• Leads renewal discussions and negotiations, aligning continued investment and expansion with customers’ evolving infrastructure and service requirements
• 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, infrastructure investment and alignment with assigned sales objectives
• Provides accurate forecasts grounded in customer engagement, opportunity qualification and buying timelines
• Develops a focused approach across software/SaaS, technology platforms, hardware, cloud and AI providers, recognising their different commercial and infrastructure requirements

Prospecting

• Coordinates with the Opportunity Development Team to qualify expansion opportunities and relevant new-account leads
• Builds pipeline through C-level engagement, industry relationships and partners, identifying new buying centres and use cases within existing accounts
• Uses account plans and prospecting tools to identify opportunities for customers to expand their use of the global platform into additional markets

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 deployment plans, growth expectations 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 HiTech market insights, executive-engagement practices and effective approaches to expanding complex technology accounts

Qualifications

• Proven enterprise sales experience with software/SaaS companies, technology platforms, hardware businesses, cloud or AI providers, demonstrating existing-account expansion, consultative discovery, opportunity qualification and complex deal closure. Established executive relationships and an understanding of how technology businesses scale their infrastructure 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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