Global Account Executive at Equinix in Redwood City, California

Job Description:

Global Account Executive

Equinix is the world’s digital infrastructure company, operating 200+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.

We are a fast-growing global company with 70+ consecutive quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of nearly 10,000 companies, including 1,800+ networks and 2,900+ cloud and IT service providers in over 26 countries spanning five continents.  

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. 

As Global Account Manager for the Amazon account, you are responsible for oversight and coordination of existing global Equinix Client relationships and for targeting, capturing, and growing targeted new revenue opportunities in partnership with Equinix regional Global Account Managers. Responsibilities include revenue management and bookings performance ownership, key success measures attainment (revenue retention and global bookings), and coordination of cross functional teams (sales, marketing, technical, operations) needed to support global new sales and existing revenue management efforts. 

Reporting to Global Client Executive – Amazon Strategic Alliance, this role requires a strong balance of sales, new business development, cross region and functional coordination, attention to detail, staff leadership skills and results measurement.

The person in this role must be able to work in partnership with several adjacent teams in Equinix (direct sales, sales engineering, solutions architects, business development, sales operations, commercial solutions, operations and legal) and in partnership with global team members in each region to execute measurable key success factors with Amazon (pipeline & bookings through the program). The position requires a detail-oriented, self-starter with an analytical approach toward growing our important Alliance with Amazon.

The right candidate will possess a combination of strong sales program management experience, an understanding of large portfolio of revenue management, new business development, financial contribution models, and accurate forecasting. Understanding IT services and shifting cloud consumption models (networking, cloud services and hybrid cloud solutions) are key areas of knowledge.

Responsibilities

• Execute on sales and revenue management objectives set by Sales Leadership, including new bookings quota retirement




• Negotiate complex commercial offers, leveraging internal resources as needed to obtain the best commercial terms possible 




• Adhere to and support various program guidelines, rules, and measures




• Build relationships with key decision makers and influencers within Amazon




• Understand the organizational dynamics at the customer and internally, and identify key influencers




• Build relationship with the revenue side (product strategy, marketing, technology)




• Build relationships with the cost side (Network, Procurement)




• Understand Equinix and Customer strategic objectives and find areas of cooperation




• Identify new areas of revenue growth for the account

Quarterback Key Sales and Revenue Management Activities

• Engage relevant teams from Equinix to bring sales activities to the finish-line on time




• Identify and engage key Equinix personnel to further the strategic objectives




• Develop a strong Account Plan in collaboration with Account Team




• Provide monthly updates to management on progress against account plan




• Engage the right level of executive relationships from Equinix as well as customer




• Negotiate Global Agreements




• Help lead Quarterly Business Reviews with customers

Characteristics

• Can think from a company strategy perspective




• Has a deep desire to understand the client's business and support customer objectives




• Is highly collaborative, can pull together disparate teams




• Has the seniority to engage/productively challenge senior levels with the client




• Is driven and has a sense of urgency




• Has the right mix of outcome and process focus




• Has business and financial acumen




• Is a creative problem solver




• Is a C suite operator – has the gravitas to engage and challenge executives as appropriate

Qualifications

• Requires a minimum of 7 years of a mix of Global Account Management experience, sales, marketing, business development - technology experience, team leadership experience a plus




• Working knowledge of Networking technologies and Cloud environments is preferred




• Ability to design and present business plans, track and articulate program progress, design and document program guidelines for distribution throughout the organization (all levels) and for external use




• Excellent written and verbal communication skills and executive communication abilities. Ability to translate technology features into business benefits




• Strong analytical and problem-solving skills




• Ability to pivot quickly under dynamic circumstances when necessary




• Strong initiative and ability to work in a self-directed environment




• Organization and priority setting skills and ability to multi-task in a dynamic environment




• Brings energy and passion to the role




• Skilled in MS Office products and knowledge of Salesforce.com required




• At least a Bachelor's degree




• Ability to travel up to 15% of the time

Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.