What are the responsibilities and job description for the Senior Account Executive 1 - Redwood City, CA position at VetJobs?
Job Description
ATTENTION MILITARY AFFILIATED JOB SEEKERS - Our organization works with partner companies to source qualified talent for their open roles. The following position is available to Veterans, Transitioning Military, National Guard and Reserve Members, Military Spouses, Wounded Warriors, and their Caregivers. If you have the required skill set, education requirements, and experience, please click the submit button and follow the next steps. Unless specifically stated otherwise, this role is "On-Site" at the location detailed in the job post.
Equinix is the world’s digital infrastructure company®, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.
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
Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on Field Enterprise and Global accounts.
Responsibilities
Build Customer Relationships
Plans, builds, and continuously strengthens relationships with key stakeholders in assigned accounts/prospects
Expands relationships with existing accounts to new business units and personas
Facilitates customer relationship building across extended account team to ensure timely resolution of customer issues and more diversified touchpoints within accounts
Conducts quarterly business reviews with customers to identify and develop new revenue opportunities and maintain high CSAT
Cultivates executive positioning between critical client stakeholders and Equinix senior leadership team through EBCs and regular cadence
Territory and Account Planning
Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
Researches and documents detailed understanding of customer business and organizational landscape
Develops and presents account plans focused on growing account revenue and diversifying Equinix solutions in place
Engages extended team on driving new use case development, technical relationships, and executive exposure to further positioning within accounts
May focus on particular vertical or sub-vertical within a dedicated sector
Solution Selling
Identifies customer’s business needs, challenges, and technical requirements and ties desired customer business outcomes to relevant Equinix solutions
Tailors and delivers pitch in partnership with SE/SAs to meet customer specific business cases
Proven proficiency of Equinix value proposition including product set, targeted use cases and ecosystem
Sells full suite of Equinix offerings to include global footprint and ecosystem connectivity
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 to protect revenue stream
Facilitates customer contract renewals and negotiations in advance of contract expirations to mitigate churn risk
Leverages internal resources to understand customers contractual obligations around notice periods, renewal terms and Equinix exposure
Pipeline Management
Consistently grows pipeline and adds new opportunities to funnel
Provides accurate short- and long-term forecasts
Actively monitors, maintains and updates status of opportunities in SFDC, following the Equinix principles of forecasting
Identifies at risk accounts, expiring contracts and forecasts churn to raise leadership awareness of risk
Prospecting
Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
Pursues highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts
Negotiation
Facilitates commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure
Leverage Internal & External Partners
Coordinates 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.)
Mentorship/Leadership
Open to guidance from leadership and more senior Account Executives
Leads extended team under unified sales strategy providing coaching to less tenured support
Collaborates across broader region on best practices
Auto req ID
442404BR
Minimum Education Required
High School/GED
Job_Category
Sales
Qualifications
Additional Qualifications/Responsibilities
Larger Account Experience Preferred, Payments/financial Account Experience a Plus
Hunger to win in pursuit of new business
Bachelor's Degree required
The United States targeted pay range for this position in the following location is / locations are:
City*
Redwood City
State*
California
Job Code
IT Information Technology
Affiliate Sponsor
Equinix
Salary Range
>$100,000
ATTENTION MILITARY AFFILIATED JOB SEEKERS - Our organization works with partner companies to source qualified talent for their open roles. The following position is available to Veterans, Transitioning Military, National Guard and Reserve Members, Military Spouses, Wounded Warriors, and their Caregivers. If you have the required skill set, education requirements, and experience, please click the submit button and follow the next steps. Unless specifically stated otherwise, this role is "On-Site" at the location detailed in the job post.
Equinix is the world’s digital infrastructure company®, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.
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
Sells Equinix solutions to new accounts and/or expands existing accounts. Focus on Field Enterprise and Global accounts.
Responsibilities
Build Customer Relationships
Plans, builds, and continuously strengthens relationships with key stakeholders in assigned accounts/prospects
Expands relationships with existing accounts to new business units and personas
Facilitates customer relationship building across extended account team to ensure timely resolution of customer issues and more diversified touchpoints within accounts
Conducts quarterly business reviews with customers to identify and develop new revenue opportunities and maintain high CSAT
Cultivates executive positioning between critical client stakeholders and Equinix senior leadership team through EBCs and regular cadence
Territory and Account Planning
Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
Researches and documents detailed understanding of customer business and organizational landscape
Develops and presents account plans focused on growing account revenue and diversifying Equinix solutions in place
Engages extended team on driving new use case development, technical relationships, and executive exposure to further positioning within accounts
May focus on particular vertical or sub-vertical within a dedicated sector
Solution Selling
Identifies customer’s business needs, challenges, and technical requirements and ties desired customer business outcomes to relevant Equinix solutions
Tailors and delivers pitch in partnership with SE/SAs to meet customer specific business cases
Proven proficiency of Equinix value proposition including product set, targeted use cases and ecosystem
Sells full suite of Equinix offerings to include global footprint and ecosystem connectivity
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 to protect revenue stream
Facilitates customer contract renewals and negotiations in advance of contract expirations to mitigate churn risk
Leverages internal resources to understand customers contractual obligations around notice periods, renewal terms and Equinix exposure
Pipeline Management
Consistently grows pipeline and adds new opportunities to funnel
Provides accurate short- and long-term forecasts
Actively monitors, maintains and updates status of opportunities in SFDC, following the Equinix principles of forecasting
Identifies at risk accounts, expiring contracts and forecasts churn to raise leadership awareness of risk
Prospecting
Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
Pursues highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts
Negotiation
Facilitates commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure
Leverage Internal & External Partners
Coordinates 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.)
- Demonstrates consistent intra-region selling and occasional cross region exports
Mentorship/Leadership
Open to guidance from leadership and more senior Account Executives
Leads extended team under unified sales strategy providing coaching to less tenured support
Collaborates across broader region on best practices
Auto req ID
442404BR
Minimum Education Required
High School/GED
Job_Category
Sales
Qualifications
Additional Qualifications/Responsibilities
Larger Account Experience Preferred, Payments/financial Account Experience a Plus
Hunger to win in pursuit of new business
Bachelor's Degree required
The United States targeted pay range for this position in the following location is / locations are:
- San Francisco, CA / Bay Area: $279,000 to $417,000 per year
City*
Redwood City
State*
California
Job Code
IT Information Technology
Affiliate Sponsor
Equinix
Salary Range
>$100,000
Salary : $279,000 - $417,000
