Senior Account Executive - Net New Business at Equinix

Job Summary

• Accelerate Equinix’s growth in market share and revenue by penetrating new accounts and work cross-functionally to expand and grow existing accounts. Protect/expand revenue in assigned accounts and work cross-functionally to drive high customer satisfaction. Develop new accounts by working cross-functionally with specific emphasis in enterprise space.

Responsibilities

New Logo & Enterprise Prospect Acquisition

• Owns net‑new enterprise business generation, with primary focus on acquiring new logos within assigned territory, vertical, or strategic segment
• Develops and executes target account strategies for complex enterprise prospects, prioritizing high‑value, high‑growth opportunities
• Engages senior executive stakeholders (C‑suite, CIO, CTO, CFO, CRO) to position Equinix as a strategic digital infrastructure partner, not a transactional vendor
• Converts white‑space, dormant, or competitor‑anchored accounts into active Equinix customers

Enterprise Relationship Development (Pre‑Customer)

• Builds trusted relationships with executive and technical decision‑makers prior to first deal closure
• Leads executive discovery sessions and briefings to uncover transformation initiatives, regulatory drivers, and growth strategies
• Establishes Equinix early as a platform choice for multi‑region, multi‑cloud, and ecosystem‑driven architectures
• Orchestrates pre‑sales engagement to accelerate first‑deal velocity and expansion readiness

Partner‑Led New Business Expansion

• Leverages strategic alliances, GSIs, cloud providers, and reseller partners to originate and co‑sell net‑new opportunities
• Develops joint account entry strategies with partners to penetrate enterprise buying centers
• Collaborates with global sales and partner teams to drive cross‑border and multi‑region new‑logo deals
• Demonstrates consistent exports‑led growth through global platform selling

Enterprise Account Strategy & Market Planning

• Conducts deep research into prospect business models, operating environments, regulatory pressures, and technology roadmaps
• Develops enterprise‑grade account entry plans, including stakeholders, buying centers, competitive positioning, and value hypotheses
• Builds multi‑year pursuit strategies aligned to Equinix global footprint and solution portfolio
• Focuses on strategic first wins that unlock long‑term enterprise expansion

Solution‑Led Value Selling

• Identifies prospect business challenges and transformation goals and maps them to Equinix differentiated platform capabilities
• Leads compelling, value‑driven executive pitches, supported by Sales Engineers and Solutions Architects
• Positions Equinix as a business enabler for resilience, latency, regulatory compliance, cloud adjacency, and ecosystem access
• Sells the full Equinix portfolio, emphasizing global scale, interconnection density, and ecosystem advantage
• Uses partners and specialized teams where needed to co‑create differentiated solutions for complex enterprise use cases

Pipeline Creation & Opportunity Management

• Owns top‑of‑funnel creation and consistently builds a robust, high‑quality enterprise pipeline
• Maintains disciplined opportunity qualification, progression, and forecasting in SFDC
• Identifies and mitigates deal risk early through stakeholder alignment and competitive strategy
• Drives pipeline coverage and conversion aligned to new business revenue targets

Commercial Negotiation & Deal Leadership

• Leads enterprise‑level commercial strategy and contract negotiations for new customers
• Understands pricing, term, and commercial levers to structure win‑win agreements
• Engages internal stakeholders to resolve complex commercial, legal, or operational blockers
• Partners with sales leadership for executive deal reviews and investment approvals

Territory & Vertical Leadership

• Owns assigned enterprise territory or vertical, with clear prioritization of target accounts
• Develops market entry strategies for emerging segments, technologies, or regions
• Maintains accurate forecasting and territory plans aligned to short‑ and long‑term growth objectives

Leadership, Mentorship & Impact

• Acts as a new‑business role model, sharing best practices for enterprise prospecting and deal execution
• Mentors peers on enterprise selling, partner orchestration, and value‑based conversations
• Contributes to sales transformation initiatives, playbooks, and strategic programs

Qualifications

• 10+ years experience in enterprise B2B new‑business sales, preferably in infrastructure, cloud, telecom, or complex technology environments
• Demonstrated success winning net‑new enterprise logos and closing high‑value, multi‑stakeholder deals
• Strong executive presence with ability to sell at C‑suite level
• Bachelor’s degree required (MBA or equivalent a plus)