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Account Executive, Mid-market Sales

1 maand geleden

Amsterdam Oost, Nederland Equinix Voltijd

**Who are we?**

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.

A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success.

**Job Summary**

**Responsibilities**
Building Customer Relationships
- Builds and maintains relationships with key stakeholders in assigned accounts/prospects
- Facilitates customer relationships to ensure timely resolution of customer issues

Leveraging Internal Partners & Channel
- Coordinates sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliances, etc.)
- Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts

Account Planning
- Researches and documents detailed understanding of customer business and organizational landscape on select accounts as needed
- Develops account plans focused on maintaining/growing accounts on occasion

Solution Selling
- Identifies customer’s business needs, challenges, and technical requirements and matches to Equinix solutions in partnership with SEs/SAs
- Delivers pitch on Equinix product set and solutions in partnership with SE/SAs
- Sells full suite of Equinix offerings to include global footprint
- Leverages external partners to drive solution development in new areas/prospects

Contract Renewals
- Addresses high churn risk customers leveraging internal resources and external partners proactively
- Facilitates customer contract renewals and negotiations to protect revenue
- Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure

Pipeline Management
- Monitors and maintains status of opportunities in SFDC, following the principles of forecasting
- Identifies at risk accounts, expiring contracts and forecast churn

Territory Planning
- Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives and provide accurate forecasts

Negotiation
- Facilitates the commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
- Partners with sales leadership, commercial solutions, and P&L to recommend deal structure

**Qualifications**
- Typically requires a Bachelor's degree and proven years of related experience or equivalent work experience
- ** Role requires fluent/native French and English which is non negotiable.**

**Résumé du poste**

**Responsabilités**

Établissement de Relations avec les Clients
- Établir et entretenir des relations avec les principales parties prenantes dans les comptes/prospects qui lui sont confiés
- Faciliter les relations avec les clients afin d'assurer une résolution rapide des problèmes des clients

Tirer parti des Partenaires Internes et des Canaux de Distribution
- Coordonner l'approche commerciale avec l'équipe commerciale élargie (ingénieurs commerciaux, architectes de solutions, service clientèle, SSA, solutions commerciales, opérations commerciales, etc.) et les partenaires externes (revendeurs, alliances stratégiques, etc.)
- Exploiter le réseau de représentants des alliances stratégiques et des partenaires revendeurs pour cartographier et pénétrer les comptes

Planification des Comptes
- Rechercher et documenter une compréhension détaillée de l'activité du client et de l'environnement organisationnel pour des comptes sélectionnés, si nécessaire
- Élaborer des plans de comptes axés sur le maintien et la croissance des comptes, à l'occasion.

Vente de Solutions
- Identifier les besoins commerciaux, les défis et les exigences techniques du client et les faire correspondre aux solutions Equinix en partenariat avec les SE/SA
- Présenter l'ensemble des produits et solutions d'Equinix en partenariat avec les SE/SA
- Vendre l'ensemble des offres d'Equinix, y compris l'empreinte mondiale
- Faire appel à des partenaires externes pour développer des solutions dans de nouveaux domaines/prospects

Renouvellement des Contrats
- Traiter de manière proactive les clients présentant un risque élevé de désabonnement en s'appuyant sur les ressources internes et les partenaires e