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.

• 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
• Provides accurate forecasts grounded in customer engagement, opportunity qualification and buying timelines
• Develops a focused approach across software/SaaS, technology platforms, hardware, cloud and AI providers, recognising their different commercial and infrastructure requirements
• Coordinates with the Opportunity Development Team to qualify expansion opportunities and relevant new-account leads

• 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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