Sr. Account Executive 2, Mid-Market Sales

Job Summary

The Senior Account Executive sells Equinix solutions to mid-market new accounts and/or expands existing accounts. Acts as Lead or SME resource for more junior members on the Corporate Sales team. Majority of interaction with customer via phone and email. Occasional travel to local accounts.

Responsibilities

Prospecting/ Account Management

Success in this sales role hinges on more than just closing deals. It requires a deep understanding of doing business in India. The Candidate should possess an intimate knowledge of the local market dynamics, including the competitive landscape, economic trends, and customer behavior specific to different regions
Build and pursue high propensity prospects, create quality/high value pipeline, and achieve Sales Quota. Results-oriented Candidates who are good Closers, strong Negotiators or possess the skills in deal qualification, have worked in a high performing, dynamic sales environment will be considered
Develop localized sales strategies and initiatives to generate domestic pipeline. Identify, prospect, and acquire new logos within the Mid-Market segment across various verticals in India to uncover new opportunities and export opportunities outside of India.
Ability to position and articulate Equinix's value preposition, understand customer's business challenges, desired outcomes and work efficiently with Global Solution Architects, Commercial Solutions and internal Support team to design a solution for our Customers and Prospects
Collaborate effectively with other stakeholders including Channel Partners/Opportunity Development/Partner Team to jointly build and generate strong pipeline
Identifies at risk accounts, expiring contracts and forecast churn and handle renewals. Candidate will be required to manage existing accounts and post sales

Building Customer Relationships

Act as a trusted advisor to clients, deeply understanding their business challenges and articulate how our solutions can address their specific needs and deliver measurable ROI.
Excellent communication and presentation skills to articulate our value proposition. Strong ability to build relationship and influence decisions with the C-level executives, key decision-makers and ability to nurture strong relationships at all levels
Builds and maintains relationships with key stakeholders in assigned accounts/prospects.
Facilitates customer relationships to ensure timely resolution of customer issues

Negotiation

Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
Sound knowledge of decision making process within the Customer’s Organization, buying pattern and ability in reaching out to multiple stakeholders within the Organization
Understands commercial levers and work out creative commercial offerings and deal structure

Sales Cadence

Strong pipeline management skills, maintain healthy and qualified sales pipeline and provide accurate sales forecasts
Adopt to Equinix 5-to-forecast methodology
Adhere to the Sales discipline of timely weekly pipeline deal update and track progress of opportunities

Qualifications

Bachelor's degree with at least 7 years of prior sales experience in Information Technology or equivalent. The Applicant must have experience selling into the Mid-Market sector.
Applicants must possess strong communication and presentation skills
Results Oriented. Demonstrated track record of success
Ad-hoc travel might be required.