Client Executive

  • Equinix
  • Redwood City, CA, USA
  • Feb 03, 2020

Job Description

Client Executive Equinix is one of the fastest growing data center companies, growing connectivity between clients worldwide. That’s why we're always looking for creative and forward thinking people who can help us achieve our goal of global interconnection. With 200 data centers in over 24 countries spanning across 5 continents, we are home to the Cloud, supporting over 1000 Cloud and IT services companies that are directly engaged in technological innovation and development. We are passionate about further evolving the specific areas of software development, software and network architecture, network operations and complex cloud and application solutions. At Equinix, we make the internet work faster, better, and more reliably. We hire talented people who thrive on solving hard problems and give them opportunities to hone new skills, try new approaches, and grow in new directions. Our culture is at the heart of our success and it’s our authentic, humble, gritty people who create The Magic of Equinix. We share a real passion for winning and put the customer at the center of everything we do. Responsibilities Develops and maintains relationships with regional/global customer executives to drive global bookings/revenue growth in assigned accounts Manages the engagement with the customer as a strategic alliance relationship Identifies larger trends in customer issues across the account and develops action plans for long term improvements, implementing best practices Engages Equinix Executives in the Account Develops and manages successful partnerships with internal organizations to support the strategic customer relationship, including Solutions Architects, Sales Engineering, Contracts, Billing, FP&A, Product Marketing, and Business Development at the regional or global level Resolves complex and diverse customer issues Delivers a global account plan to senior executives on a semi-annual basis and manages implementation of account plan regionally or globally Develops global strategic account plan from detailed strategic region/territory plans Manages account activity relative to quarterly and fiscal year plan, creates executive reports with understanding of customer life cycle Influences long term planning for account Drives coordinated selling approach and account planning with global counterparts and continually communicates global account strategy to internal partners and stakeholders in the region/globally Synthesizes customer’s business needs, challenges, and technical requirements from regions and recommends Equinix solutions If applicable, sells business value of Equinix "sell with" activities to global customer extending value of Equinix platform Leads delivery of expert, compelling approach, leveraging the global account strategy Sells Equinix as a strategic partner and incorporates the full suite of Equinix offerings including global footprint Leverages external partners to drive solution development in new areas/prospects Develops detailed understanding of commercial terms and problem solves regional/global implications, making decisions on more complex issues to drive deal alignment and with long term strategy Proactively addresses high churn risk customers, leveraging internal resources and external partner, to resolve issues Drives customer contract renewals and negotiations to protect revenue Develops, defines, and implements global channel/reseller relationships with targeted accounts Monitors and updates on pipeline and forecast status (‘Five to Forecast’) of each account/opportunity for current and future quarters Manages prioritization of opportunities for short- and long-term pursuit to achieve regional/global objectives Analyzes trends across the account and develops plans to minimize and forecast churn Leads complex commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible Understands commercial levers and problem solves to make initial recommendations on deal structure; overcomes objections and positions at senior levels in account Partners with sales leadership to present at regional/global deal review Qualifications 10+ years experience preferred Bachelor's degree preferred 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.