Account Executive - CSP Platform Alliances

Who are we?

As the Account Executive you will sell Equinix solutions to a Global Account assigned within your territory/region, maintaining and growing the account to meet global account plans and strategies.

You, the AE, are responsible for leading Equinix's relationship with a hyperscale Cloud Service Provider (CSP) customer headquartered in the San Francisco Bay Area. This Bay Area-based role reports to the Global Client Executive for the hyperscale CSP Platform Alliance team. You will successfully run strategic business relationships within the account, including technical and procurement executives responsible for Technical Infrastructure strategy within their organization. Your goal will be to maintain and grow Equinix's share of global IT spend within this strategic account over both the short and long-term.

Responsibilities

• Develop and maintain positive relationships with business, technical and engineering executives
• Own the engagement with the customer as a Platform Alliance relationship
• Develop detailed strategic account plans with the goal of strategically selling to this hyperscale cloud customer (you will get to present your plans to Equinix senior executives on a semi-annual basis)
• Develop and gain the CSP customer's buy-in to a long-term strategic cloud infrastructure plan
• Develop successful partnerships with internal organizations to support the strategic customer relationship including Solutions Architects, Sales Engineering, Contracts, Billing, FP&A, Product Marketing, etc.
• Develop a sales plan consistent with Equinix objectives - track, manage, and report ongoing activity relative to quarterly and fiscal year plan
• Prepare commercial and technical service proposals, working closely with Equinix business development and sales teams in your region
• Negotiate complex contractual terms and conditions
• Maintain Accurate Salesforce.com forecasts and activity records
• Generate new sales consistent with monthly and quarterly targets

Qualifications

• Strategic selling experience to global organizations
• Strong knowledge of public and hybrid cloud workloads, cloud infrastructure, and future technology trends
• Excellent communication skills, both verbal and written - must be able to effectively communicate to senior management both within and outside the company
• Successful track record of selling complex solutions to large customers
• A track record of over-achieving sales quotas
• Ability to prepare and deliver professionally structured and written client proposals, in partnership with a variety of teams and functions
• Flexibility to work outside of standard US time zone hours and ability to travel globally
• Very strong negotiation and closing skills
• Experience managing a global customer with key stakeholders around the world
• Proven ability to function at a high level in a global organization
• Accurately forecast new sales and revenue projections on a monthly, quarterly and annual basis
• 7+ years of experience selling technology solutions
• Proven ability to work well as part of an extended sales team
• Strong solution selling skills, including extensive experience calling on key executives in large accounts
• Bachelor's degree in engineering, business or related discipline

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

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.

This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.

The targeted pay range displayed 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.

As an employee, you become important to Equinix's success. Details about our company benefits can be found at the following link:

USA Benefits eBook

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.