Job Summary Responsible for leading Equinix's relationship with strategic accounts that will include regional/global customer contacts. Works within a matrixed sales team environment to set regional/global strategy, achieve/surpass established sales goals, and address customer needs. May be a team leader and provide professional leadership and coordination for team on a single, key account. Accounts are highly strategic, and have complex requirements. Responsible for significant key partner relationship management and development. Responsible for the master strategy for accounts and ensures the strategy is executed.
ResponsibilitiesBuild Customer Relationships
- Represents Equinix with Customer C-level
- Develops and maintains relationships with regional/global customer executive stakeholders to drive global bookings/revenue growth in assigned accounts
- Builds deep network of contacts and knowledge of assigned strategic accounts
- Manages the engagement with the customer as a strategic alliance relationship
- Develops best practices to strengthen customer relationship
- Engages Equinix Executives in the account
Leverage Internal Partners & Channel
- Develops and manages successful partnerships with internal organizations to support the global strategic customer relationship and complex projects
- Marshalls resources including Solutions Architects, Sales Engineering, Contracts, Billing, FP&A, Product Marketing and Business development at the global level
- Easily manages across all levels of Equinix senior management level for benefit of the customer
- Develops and leverages network of contacts within partner organizations to support the long term strategy
- Delivers a long-term global account plan to senior executives on a semi-annual basis and manages implementation of the account strategy globally
- Coaches other GAM team members supporting them
Account Strategy/Planning
- Sets long term vision for account. Inspires global cross functional team to develop creative solutions for customer and is able to implement complex initiatives
- Develops global strategic account plan from regional inputs and facilitates decision making of complex trade off between regional and global priorities
- Manages account activity relative to quarterly and fiscal year plan, creates executive reports
- Drives coordinated selling approach and account planning with global counterparts and continually communicates global account strategy to internal partners and stakeholders in the region/globally
- Thinks holistically and strategically about the business, driving "go to market" activities as well as "sell to" and considering all touch points across the customer experience
Solution Selling
- Synthesizes customer's business needs, challenges, and technical requirements from regions and recommends Equinix solutions
- If applicable, sells business value of Equinix "sell with" activities to global customer extending value of Equinix platform
- Demonstrates superior leadership of account as viewed by key stakeholders including C-level executives
- Leads compelling C-level executive selling approach, leveraging the global account strategy and key stakeholders
- Sells Equinix as a strategic partner and incorporates the full suite of Equinix offerings including global footprint
- Leverages external partners to drive solution development in new areas/prospects
Contract Management/Renewals
- Develops detailed understanding of commercial terms and problem solves regional/global implications, making decisions on more complex issues to drive deal alignment and with long term strategy
- Proactively addresses high churn risk customers, leveraging internal resources and external partners to resolve issues
- Drives customer contract renewals and negotiations to protect revenue
- Develops, defines, and implements global channel/reseller relationships with targeted accounts
Pipeline Management
- Monitors and updates on pipeline and forecast status ('Five to Forecast') of each account/opportunity for current and future quarters
- Manages prioritization of opportunities for short- and long-term pursuits to achieve regional/global objectives
- Analyzes trends across the account and develops plans to minimize and forecast churn
Negotiation
- Manages complex commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
- Understands commercial levers and problem solves to make recommendations on deal structure; overcomes objections and engages at most senior levels in account
- Partners with sales leadership to present at regional/global deal review
- Engages and influences Executive leadership in strategic negotiations
Qualifications- 10+ years experience preferred
- Bachelor's degree preferred
The targeted pay range for this position in the following location is / locations are:
United States - CA Non-Bay Area, AK, CT, DC, IL, MD, MA, NJ, NY, VA, WA : 313,000 - 469,000 USD / Annual
United States - Seattle Office SES : 313,000 - 469,000 USD / Annual
Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location.
The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
The targeted pay range listed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.
Equinix BenefitsAs an employee, you become important to Equinix's success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure we're providing you with the best package possible. So, wherever you are in your career and life, you'll be able to enhance your experience and bring your whole self to work.
Employee Assistance Program: An Employee Assistance program is available to all employees.
US Benefits: - Insurance: You may enroll in health, life, disability and voluntary plans that are designed for you and your eligible family members. - Retirement: You and Equinix may contribute to a retirement plan to help you plan for your financial future. - Paid Time Off (PTO) and Paid Holidays: You will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to change and may be subject to specific plan or program terms.
