Account executive in HiTech

Equinix is the world’s digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet. A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future. 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.

• Accelerate Equinix’s market share and revenue growth within software/SaaS, technology platforms, hardware, cloud and AI providers, with a primary focus on expanding existing enterprise accounts.
• Apply your experience selling into HiTech to understand how customers build, deliver and scale their products and services.
• Deepen executive relationships and work cross-functionally to protect revenue, increase customer satisfaction and grow adoption of Equinix’s global platform across AI infrastructure, hybrid multicloud, interconnection and international expansion requirements.
• Plans, builds and maintains relationships with executive, business and technology stakeholders across assigned HiTech accounts, including product, platform, infrastructure and engineering leaders
• Facilitates timely resolution of customer issues, recognising the impact of infrastructure performance and availability on customers’ products and services
• Conducts quarterly business reviews to connect customer growth plans, product roadmaps and infrastructure investments to new selling opportunities
• Leads executive briefings that position Equinix against customers’ priorities for scaling services, entering markets and improving infrastructure performance and efficiency
• Leads a coordinated sales approach with Sales Engineers, Solutions Architects, Customer Care, SSA, Commercial Solutions, Sales Operations and external partners to expand HiTech relationships
• Collaborates with global sales teams to support customers’ distributed operations and sell the global Equinix platform
• Consistently develops opportunities to expand customer deployments across countries and regions
• Understands customers’ commercial models and technology ecosystems, leveraging strategic alliances and reseller partners to deepen account penetration
• Researches and documents customers’ business models, product portfolios, organisational structures, infrastructure strategies and decision-making stakeholders
• Develops strategic global account plans focused on retention and expansion, aligned with customers’ product adoption, service delivery and geographic growth
• Drives coordinated, multi-line-of-business account plans with prioritised opportunities, stakeholder strategies and clear commercial milestones
• Leads consultative discovery to identify and qualify customer priorities, including application performance, cloud connectivity, AI infrastructure, scalability, resilience and data location, partnering with SEs/SAs to shape solutions
• Leads customer pitches that translate infrastructure capabilities into business value, adapting the discussion to executive, product, commercial and technical audiences
• Develops and maintains proficiency in Equinix’s products and solutions, connecting capabilities to customers’ service economics and growth objectives
• Sells the full suite of Equinix offerings, expanding customers’ use of the global platform across products, business units and locations
• Leverages external partners to develop solutions and identify additional opportunities within customers’ technology ecosystems
• 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’ evolving infrastructure and service requirements
• Uses internal resources to understand contractual obligations, notice periods, renewal terms and Equinix’s commercial exposure
• 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
• Prioritises existing accounts and selected prospects according to growth potential, infrastructure investment and alignment with assigned sales objectives

• Proven enterprise sales experience with software/SaaS companies, technology platforms, hardware businesses, cloud or AI providers, demonstrating existing-account expansion, consultative discovery, opportunity qualification and complex deal closure.
• Bachelor’s Degree required
• Будет плюсом: Established executive relationships and an understanding of how technology businesses scale their infrastructure are strong advantages

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