Hybrid Senior Account Executive 2 – Mid-Market Sales

at Equinix

• Job title: Senior Account Executive 2 – Mid-Market Sales
• Job type: Full Time
• Experience level: Senior
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Tech skills: Cloud, SFDC
• Location requirements: Hybrid, Mumbai, India

About the role

• Account Executive role focused on mid-market sales at Equinix. Responsible for developing customer relationships and driving revenue growth through solution selling strategies.

Responsibilities

• Responsible for new account development, and/or protect and expand revenue in established book of “high touch” mid-market / small-business accounts
• Sales can be made through multichannel, inbound and/or outbound sales activities in a concerted effort with cross-functional partners (Marketing, Sales Engineers, Customer Care, Legal, etc)
• Engage and influence a broad set of decision makers within prospects and clients
• Build Customer Relationships
• Establish a professional, working, and consultative, relationship with the key stakeholders in assigned accounts/prospects, by developing a basic understanding of the unique business needs of the customer within their industry
• Develop a deep understanding of, and effectively articulate, the Equinix Platform offerings and value propositions in the market
• Conduct quarterly business reviews with customers to identify and develop new selling opportunities
• Coordinate sales approach with the extended sales team (Sales Engineers, Solutions Architect, Digital Sales Specialist, SSA, Commercial Solutions, Sales Operations, Customer Care, etc.) and external partners (Reseller, Strategic Alliance, etc.), targeting to improve sales velocity and sales pipeline growth
• Demonstrates consistent intra-region selling and occasional cross region exports
• Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
• Facilitates customer relationships to ensure timely resolution of customer issues
• Researches, and documents detailed understanding of customer business and organizational landscape on select accounts
• Develops account plans focused on maintaining/growing accounts
• Develops mechanism to track competitor landscape and build strategy to make in-roads
• Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
• Understands the role of each persona and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities
• Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs
• Sells full suite of Equinix offerings to include global footprint
• Facilitates customer contract renewals and negotiations to protect revenue
• Provides updates on all active accounts and reports on activities and progress on a weekly basis
• Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
• Drives proactive campaigns to build the sales pipeline, uses specialized knowledge and skills to prospect and qualify opportunities

Requirements

• 5+ years' experience of building strong multimillion-dollar business with SI, OEMs, Cloud / SaaS Service providers, Data center operators, Carriers
• Exposure and strong business relationship with key decision makers from Mid-Market segments like Financial Services, Manufacturing, Healthcare / Pharmaceuticals, Information Technology & Software Services, Unicorn – FinTech, HealthTech, E-Comm, etc.
• Strong concept and solution selling expertise to CIO, CTO/CDOs
• Bachelor's Degree plus Full time Management Degree required
• Demonstrated prior success in pipeline and lead generation through prospecting customers to ensure long-term success
• Previous experience in Sales Development, Business Development or equivalent role with Mid-Market Enterprises - BFSI, Manufacturing, Pharmaceuticals promoting IT Infra, Data Center services, SaaS, Cloud, AI/ML, Data Science, or related products
• Experience with the Challenger Sales Methodology and/or Outcome Based Selling significant plus
• Good prioritization skills to focus on the key prospecting targets
• Willingness to take ownership and execute with a positive, can-do, self-starter mentality in a highly collaborative atmosphere
• Consistently achieves quarterly role metrics for booking and pipeline generation activities
• Proven track record of quota, new logo and revenue achievement
• Genuine desire to work to make a difference in a fast space, dynamic organization to create meaningful business and partnerships

Benefits

• Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability
• Equal Employment Opportunity and Affirmative Action employer
• 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