Senior Global Account Executive - Google Alliances

Equinix is one of the fastest growing data center companies, growing connectivity between clients worldwide. That’s why we're always looking for creative and forward-thinking people who can help us achieve our goal of global interconnection. With 200 data centers in over 24 countries spanning across 5 continents, we are home to the Cloud, supporting over 1000 Cloud and IT services companies that are directly engaged in technological innovation and development. We are passionate about further evolving the specific areas of software development, software and network architecture, network operations and complex cloud and application solutions.

At Equinix, we make the internet work faster, better, and more reliably. We hire talented people who thrive on solving hard problems and give them opportunities to hone new skills, try new approaches, and grow in new directions. Our culture is at the heart of our success and it’s our authentic, humble, gritty people who create The Magic of Equinix. We share a real passion for winning and put the customer at the center of everything we do.

In this role, you will sell Equinix solutions to Google North America, maintaining and growing this Global Account to meet account plans and strategies.

Responsibilities

• You plan, build, and maintain relationships with regional customer partners to obtain global bookings/revenue growth in assigned accounts'




• Prior experience engaging and selling solutions to Google North America




• You conduct quarterly business reviews with customers to identify and develop new selling opportunities




• Acts as primary point of contact in addressing day-to-day customer needs




• Engages Equinix Leadership in the Account




• You lead our sales approach with the extended sales team (Global Account Manager, Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Marketing, Sales Operations, etc.) and external partners (Channel, Alliances, etc.) at regional level




• Resolves complex and diverse customer issues




• Facilitates customer relationships to ensure timely resolution of customer issues




• Develops detailed strategic regional account plans




• Researches and documents customer business and organizational landscape, making recommendations on long term strategy for account




• Communicates our global account strategy to partners




• Identifies customer’s business needs, challenges, and technical requirements and recommends Equinix solutions with knowledge of how it aligns to the global account plan




• Prepares commercial and technical service proposals, working closely with Equinix Solution Architects and Sales Engineers and sales counterparts around the world




• You ensure proposals are technically and commercially sound




• Sells full suite of Equinix products, as well as complexity of global footprint




• You utilize external partners to drive solution development in new areas/prospects




• Develops detailed understanding of commercial terms and regional/global implications and contributes to analysis of trade-offs on more diverse deals




• Dedicatedly addresses high churn risk customers or locations, utilizing internal resources and partners to resolve issues




• You drive customer contract renewals and negotiations to protect revenue




• Ability to monitor and provide updates on pipeline and forecast status (‘Five to Forecast’) of each account/opportunity for current and future quarters




• Prioritizes opportunities for short-term and long-term pursuit to achieve assigned sales objectives




• Identifies at-risk opportunities or expiring contracts and forecasts churn, develops mitigation plans




• You lead complex commercial offer and contract negotiations, using internal resources as needed to obtain the best commercial terms possible




• Partners with sales leadership to present at regional/global deal review

Qualifications

• 10+ years experience preferred




• 7+ years selling to Global Network Service Providers preferred




• Bachelor's degree preferred

Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.