Account executive in telco and media

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.

• Plans, builds and maintains relationships with executive, commercial and technology stakeholders across assigned Telco & Media accounts, including network, platform and service delivery leaders
• Facilitates timely resolution of customer issues, recognising the importance of service availability, network performance and end-user experience
• Conducts quarterly business reviews that connect customer traffic growth, service development and geographic expansion to new selling opportunities
• Leads executive briefings focused on customers’ commercial objectives, infrastructure strategies and the business value of Equinix’s ecosystem
• Leads a coordinated sales approach with Sales Engineers, Solutions Architects, Customer Care, SSA, Commercial Solutions, Sales Operations and external partners to expand Telco & Media relationships
• Collaborates with global sales teams to support customers’ international networks and services and sell the global Equinix platform
• Consistently develops opportunities to expand customer deployments across countries and regions
• Understands how operators, service providers and media businesses collaborate and compete, leveraging strategic alliances and reseller partners to deepen account penetration
• Researches and documents customers’ business models, organisational structures, network footprints, content and service delivery strategies, and decision-making stakeholders
• Develops strategic global account plans focused on retention and expansion, aligned with network investment, platform growth and customer demand
• Drives coordinated, multi-line-of-business account plans with prioritised opportunities, stakeholder strategies and sequenced commercial actions
• Leads consultative discovery to identify and qualify customer priorities, including network modernisation, interconnection, content distribution, cloud connectivity, AI workloads and service resilience, partnering with SEs/SAs to shape solutions
• Leads customer pitches that connect infrastructure capabilities to commercial outcomes such as service reach, end-user experience and operational efficiency
• Develops and maintains proficiency in Equinix’s products and solutions, translating capabilities into relevant outcomes for operators, service providers and media businesses
• Sells the full suite of Equinix offerings, expanding customers’ use of the global platform across networks, services and locations
• Leverages external partners to develop solutions and identify opportunities across customers’ connectivity and content 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’ network and service delivery plans
• 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, network and platform investment, and alignment with assigned sales objectives
• Provides accurate forecasts grounded in customer engagement, opportunity qualification and buying timelines
• Develops a focused approach across telecom operators, carriers, service providers, broadcasting, streaming, gaming and digital media, recognising their different business models and infrastructure needs
• Coordinates with the Opportunity Development Team to qualify expansion opportunities and relevant new-account leads

• Proven enterprise sales experience with telecom operators, carriers, service providers, broadcasters, streaming, gaming or digital media businesses, demonstrating existing-account expansion, consultative discovery, opportunity qualification and complex deal closure. Established executive relationships and an understanding of network, connectivity or content delivery business models are strong advantages

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