Senior Account Executive – Telco & Media

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

Accelerate Equinix’s market share and revenue growth within telecommunications and media, covering telecom operators, carriers, service providers, broadcasters, streaming, gaming and digital media businesses. Focus primarily on expanding existing enterprise accounts by understanding customers’ network, service delivery and commercial priorities. Deepen executive relationships and work cross-functionally to protect revenue, increase customer satisfaction and grow adoption of Equinix’s global platform across interconnection, hybrid multicloud, AI infrastructure and international expansion requirements.

Responsibilities

Build Customer Relationships

• Plans, builds and maintains relationships with executive, commercial and technology stakeholders across assigned Telco & Media accounts, including network, platform and service delivery leaders
• Facilitates timely resolution of customer issues, recognising the importance of service availability, network performance and end-user experience
• Conducts quarterly business reviews that connect customer traffic growth, service development and geographic expansion to new selling opportunities
• Leads executive briefings focused on customers’ commercial objectives, infrastructure strategies and the business value of Equinix’s ecosystem

Leverage Internal & External Partners

• Leads a coordinated sales approach with Sales Engineers, Solutions Architects, Customer Care, SSA, Commercial Solutions, Sales Operations and external partners to expand Telco & Media relationships
• Collaborates with global sales teams to support customers’ international networks and services and sell the global Equinix platform
• Consistently develops opportunities to expand customer deployments across countries and regions
• Understands how operators, service providers and media businesses collaborate and compete, leveraging strategic alliances and reseller partners to deepen account penetration

Account Planning

• Researches and documents customers’ business models, organisational structures, network footprints, content and service delivery strategies, and decision-making stakeholders
• Develops strategic global account plans focused on retention and expansion, aligned with network investment, platform growth and customer demand
• Drives coordinated, multi-line-of-business account plans with prioritised opportunities, stakeholder strategies and sequenced commercial actions

Solution Selling

• Leads consultative discovery to identify and qualify customer priorities, including network modernisation, interconnection, content distribution, cloud connectivity, AI workloads and service resilience, partnering with SEs/SAs to shape solutions
• Leads customer pitches that connect infrastructure capabilities to commercial outcomes such as service reach, end-user experience and operational efficiency
• Develops and maintains proficiency in Equinix’s products and solutions, translating capabilities into relevant outcomes for operators, service providers and media businesses
• Sells the full suite of Equinix offerings, expanding customers’ use of the global platform across networks, services and locations
• Leverages external partners to develop solutions and identify opportunities across customers’ connectivity and content ecosystems

Contract Renewals

• Proactively identifies and addresses customers at risk of churn, coordinating internal resources and external partners to protect relationships and revenue
• Leads renewal discussions and negotiations, aligning continued investment and expansion with customers’ network and service delivery plans
• Uses internal resources to understand contractual obligations, notice periods, renewal terms and Equinix’s commercial exposure

Pipeline Management

• Maintains accurate opportunities in SFDC, with clear qualification, customer decision criteria, next steps and forecasts
• Identifies at-risk accounts and expiring contracts, forecasting churn and developing mitigation plans

 

Territory Planning

• Prioritises existing accounts and selected prospects according to growth potential, network and platform investment, and alignment with assigned sales objectives
• Provides accurate forecasts grounded in customer engagement, opportunity qualification and buying timelines
• Develops a focused approach across telecom operators, carriers, service providers, broadcasting, streaming, gaming and digital media, recognising their different business models and infrastructure needs

Prospecting

• Coordinates with the Opportunity Development Team to qualify expansion opportunities and relevant new-account leads
• Builds pipeline through C-level engagement, established industry relationships and partners, identifying new stakeholders, services and deployment opportunities within existing accounts
• Uses account plans and prospecting tools to identify opportunities for customers to extend their networks and services through the global Equinix platform

Negotiation

• Leads commercial offers and contract negotiations, coordinating internal resources to secure commercially sound terms
• Understands commercial levers and recommends deal structures that reflect customer rollout plans, service economics and long-term account value
• Partners with sales leadership to present qualified opportunities and commercial recommendations at regional deal reviews

Mentorship/Lead

• Mentors Account Executives and other sales professionals, sharing Telco & Media market insights, ecosystem knowledge and effective approaches to executive engagement and account expansion

Qualifications

• Proven enterprise sales experience with telecom operators, carriers, service providers, broadcasters, streaming, gaming or digital media businesses, demonstrating existing-account expansion, consultative discovery, opportunity qualification and complex deal closure. Established executive relationships and an understanding of network, connectivity or content delivery business models are strong advantages

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. 

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This posting is a new position within our organization.