Account Executive (SLED) Equinix is the world’s digital infrastructure company, operating 200 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 consecutive 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 27 countries spanning five 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 Summary: The Account Executive's goal is to accelerate Equinix's growth in market share and revenue within the SLED vertical. The successful candidate will have the experience and understanding of how to acquire new accounts through direct sales efforts and channel partners. A strong hunting mentality combined with insight selling skills and strong technical acumen will be required for success in this position. The AE will have the latitude to define their own sales strategy within a list of prospect accounts and develop their partner network with the target of acquiring new customers in the SLED vertical. They will work in partnership with Solution Architects, the Channel Team, and Sales teams in other regions. Responsibilities Build Customer Relationships Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects Responding to RFPs and complying with government bid and contracting processes. Facilitates customer relationships to ensure timely resolution of customer issues Conducts quarterly business reviews with customers to identify and develop new selling opportunities Leads Executive Briefings Leverage Internal & External Partners Leads 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 Alliance, etc.) Collaborates with global sales team to sell global Equinix platform Demonstrates consistent cross region exports Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts Account Planning Researches and documents detailed understanding of customer business and organizational landscape Develops strategic, global account plans focused on maintaining/growing accounts Drives strategic, global & multi-line of business global account plans Solution Selling Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs Leading delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs and persona Proven proficiency of Equinix product set and solutions Sells full suite of Equinix offerings to include global footprint and achieves exports 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; pitching prospects primarily at C-level; leveraging industry contact sand partners Actively prospects account base to sell global platform and achieves exports outside of country · Utilizes available tools to prospect and leverage account strategy plans Negotiation Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible Understands commercial levers and problem solves to make initial recommendations on deal structure Partners with sales leadership to present at regional deal review Mentorship/Lead Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices Qualifications 5 years experience preferred Experience selling in the Public/SLED business segments (state, local government & higher education) 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 need assistance in applying for an open position, you may send an email to Staffing@equinix.com. Please provide your contact information and let us know how we can assist you. Learn more about Equinix: Who We Are Magic of Equinix Stay connected: LinkedIn , YouTube , Facebook , Twitter Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability