Client Executive, Hyperscale Cloud Service Provider

About the role

Responsible for leading Equinix’s relationship with strategic accounts that will include regional/global customer contacts. Works within a matrixed sales team environment to set regional/global strategy, achieve/surpass established sales goals, and address customer needs. May be a team leader and provide professional leadership and coordination for team on a single, key account.

Responsibilities

• Build Customer Relationships
• Represents Equinix with Customer C-level
• Develops and maintains relationships with regional/global customer executive stakeholders to drive global bookings/revenue growth in assigned accounts
• Builds deep network of contacts and knowledge of assigned strategic accounts
• Manages the engagement with the customer as a strategic alliance relationship
• Develops best practices to strengthen customer relationship
• Engages Equinix Executives in the account
• Marks up successful partnerships with internal organizations to support the global strategic customer relationship and complex projects
• Marks up resources including Solutions Architects, Sales Engineering, Contracts, Billing, FP&A, Product Marketing and Business development at the global level
• Easily manages across all levels of Equinix senior management level for benefit of the customer
• Develops and leverages network of contacts within partner organizations to support the long term strategy
• Delivers a long-term global account plan to senior executives on a semi-annual basis and manages implementation of the account strategy globally
• Coaches other GAM team members supporting them
• Account Strategy/Planning
• Sets long term vision for account
• Inspires global cross functional team to develop creative solutions for customer and is able to implement complex initiatives
• Develops global strategic account plan from regional inputs and facilitates decision making of complex trade off between regional and global priorities
• Manages account activity relative to quarterly and fiscal year plan, creates executive reports
• Drives coordinated selling approach and account planning with global counterparts and continually communicates global account strategy to internal partners and stakeholders in the region/globally
• Thinks holistically and strategically about the business, driving "go to market" activities as well as "sell to" and considering all touch points across the customer experience
• Solution Selling
• Synthesizes customer’s business needs, challenges, and technical requirements from regions and recommends Equinix solutions
• If applicable, sells business value of Equinix "sell with" activities to global customer extending value of Equinix platform
• Demonstrates superior leadership of account as viewed by key stakeholders including C-level executives
• Learns compelling C-level executive selling approach, leveraging the global account strategy and key stakeholders
• Sells Equinix as a strategic partner and incorporates the full suite of Equinix offerings including global footprint
• Leverages external partners to drive solution development in new areas/prospects
• Contract Management/Renewals
• Develops detailed understanding of commercial terms and problem solves regional/global implications, making decisions on more complex issues to drive deal alignment and with long term strategy
• Proactively addresses high churn risk customers, leveraging internal resources and external partners to resolve issues
• Drives customer contract renewals and negotiations to protect revenue
• Develops, defines, and implements global channel/reseller relationships with targeted accounts
• Pipeline Management
• Maintains and updates on pipeline and forecast status (‘Five to Forecast’) of each account/opportunity for current and future quarters
• Manages prioritization of opportunities for short- and long-term pursuits to achieve regional/global objectives
• Analyzes trends across the account and develops plans to minimize and forecast churn
• Negotiation
• Manages complex commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
• Understands commercial levers and problem solves to make recommendations on deal structure; overcomes objections and engages at most senior levels in account
• Partners with sales leadership to present at regional/global deal review
• Engages and influences Executive leadership in strategic negotiations

Qualifications

• 10+ years experience preferred
• Bachelor's degree preferred