Commercial Account Executive

Who are we?

A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You’ll work across teams, influence key decisions, and help shape the path forward. You’ll find belonging, purpose, and a team that welcomes you—because when you feel valued, you’re empowered to do your best work.

Job Summary

The Commercial Account Executive sells Equinix solutions to new mid-market accounts and/or expands existing accounts. Acts as a lead or subject matter expert for more junior members of the Commercial Sales team. Customer engagement is primarily through digital channels, with occasional travel to local accounts.

Responsibilities

Building Customer Relationships

• Builds and maintains relationships with key stakeholders in assigned accounts and prospects
• Facilitates timely resolution of customer issues by coordinating with the appropriate teams
• Conducts Quarterly Business Reviews and occasionally leads Executive Briefings

Leveraging Internal Partners & Channel

• Leads a coordinated sales approach with the extended sales team, including Sales Engineers, Solutions Architects, Customer Care, SSA, Commercial Solutions and Sales Operations, alongside external reseller and strategic alliance partners
• Leverages relationships with counterparts at strategic alliance and reseller partners to map and penetrate accounts
• Understands customer business drivers and works with strategic alliances and reseller partners to develop opportunities within accounts

Account Planning

• Researches and documents customer business priorities and organisational structures for selected accounts, as needed
• Develops account plans focused on retaining and growing customer relationships, where appropriate
• Coordinates account planning and selling activities with global counterparts

Solution Selling

• Identifies customer business needs, challenges and technical requirements, and recommends appropriate Equinix solutions
• Leads sales pitches, involving Sales Engineers where appropriate and adapting the approach to customer needs and stakeholder priorities
• Sells the full suite of Equinix offerings, including its global footprint
• Leverages external partners to develop solutions for new opportunities and prospects

Contract Renewals

• Addresses customers at high risk of churn, leveraging internal resources and external partners
• Facilitates customer contract renewals and negotiations to protect revenue
• Uses internal resources to understand customer contractual obligations, notice periods, renewal terms and Equinix’s commercial exposure

Pipeline Management

• Monitors and maintains opportunity status in SFDC, following established forecasting principles
• Identifies at-risk accounts and expiring contracts, and forecasts potential churn

Territory Planning

• Prioritises accounts and prospects for short- and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts

Prospecting

• Coordinates with the Opportunity Development Team on strategies for lead and sales opportunity qualification
• Pursues high-potential prospects and builds a qualified pipeline, leveraging industry contacts and partners
• Prospects within the account base to sell the global Equinix platform and identify opportunities beyond the customer’s current country

Negotiation

• Leads commercial offers and contract negotiations, leveraging internal resources to secure the best possible commercial terms
• Understands commercial levers, resolves challenges and makes initial recommendations on deal structure

Team Lead

• Provides guidance and subject matter expertise to more junior team members
• Occasionally supports the onboarding and training of new team members

Qualifications

• Typically requires a bachelor’s degree and proven years of related experience, or equivalent work experience

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. 

We use artificial intelligence in our hiring process. Learn more here.

This posting is a new position within our organization.