SENIOR ACCOUNT EXECUTIVE AT EQUINIX NIGERIA

About Company:

Equinix is the world’s digital infrastructure company®, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.

Job Description:

Build Customer Relationships:

• Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects
• Facilitates customer relationships to ensure timely resolution of customer issues
• Conducts quarterly business reviews with customers to identify and develop new selling opportunities
• Leads Executive Briefings

Leverage Internal & External Partners:

• Leads and drives coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliance, etc.)
• Collaborates with the global sales team to sell the global Equinix platform
• Demonstrates consistent cross-region exports
• Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts

Account Planning:

• Researches and documents a detailed understanding of customer's business and organizational landscape
• Develops strategic, global account plans focused on maintaining/growing accounts
• Drives strategic, global & multi-line of business global account plans

Solution Selling:

• Identifies customers’ business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
• Leading delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs and persona
• Proven proficiency of Equinix product set and solutions
• Sells full suite of Equinix offerings to include global footprint and achieves exports
• Leverages external partners to drive solution development in new areas/prospects

Contract Renewals:

• Proactively addresses high churn risk customers, leveraging internal resources and external partners
• Facilitates customer contract renewals and negotiations to protect revenue
• Leverages internal resources to understand customers' contractual obligations around notice periods, renewals, and Equinix exposure

Pipeline Management:

• Actively monitors and maintains the status of opportunities in SFDC, following the principles of forecasting
• Identifies at-risk accounts, expiring contracts, and forecasts churn

Territory Planning:

• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
• Provides accurate forecasts
• May focus on a particular vertical or sub-vertical within a dedicated sector

Prospecting:

• Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
• Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; leveraging industry contacts and partners
• Actively prospects the account base to sell a global platform and achieves exports outside of the country · Utilizes available tools to prospect and leverage account strategy plans

Negotiation:

• Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain the best commercial terms possible
• Understands commercial levers and problem-solves to make initial recommendations on deal structure
• Partners with sales leadership to present at regional deal review

Mentorship/Lead:

• Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices

Requirements:

• Proven years experience preferred
• Bachelor's Degree required

Salary

Application Closing Date: Not specified

Application Instructions:

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