Senior Account Executive-New Business

Senior Account Executive – New Business

A senior account executive focused on new logo acquisition must drive growth and expand Equinix’s customer base by identifying opportunities, building strong relationships, and delivering tailored solutions. This hunter role targets new customers headquartered in Germany with a global footprint, leveraging Equinix’s interconnection and digital infrastructure capabilities to support international growth. The role requires challenging conventional thinking, fostering partner ecosystems, and guiding customers through cloud transformation journeys to achieve better business outcomes.

Responsibilities

Customer Relationships

• Develop and maintain strong relationships with prospective clients headquartered in Germany, particularly those with a global presence, to understand their business needs, challenges, and digital transformation goals.
• Leverage existing customer relationships to accelerate engagement, build trust quickly, and create a foundation for long‑term partnerships.
• Engage key stakeholders to position Equinix as a trusted partner in hybrid cloud strategies, interconnection needs, and global digital infrastructure journeys.
• Act as a trusted advisor guiding customers through cloud transformation, addressing triggers like cost efficiency, energy efficiency, and workload optimization.

Encouraging New Perspectives

• Proactively engage customers in discussions that challenge traditional approaches to digital infrastructure and cloud strategies.
• Help customers identify gaps and explore alternative approaches for greater efficiency, scalability, and global reach.
• Facilitate conversations uncovering hidden opportunities and driving meaningful change.

Leveraging Internal Partners & Channel

• Collaborate with channel partners such as global and local systems integrators, technology vendors, and managed service providers.
• Work closely with internal teams—business development, sales engineers, solution architects, and commercial solutions teams—to align strategies and drive engagement.
• Use the partner ecosystem to deliver comprehensive solutions tailored to customer needs.

Account Planning

• Create and execute comprehensive account plans for targeted prospects focused on key decision‑makers and influencers.
• Monitor account progress and adjust strategies as necessary.

Solution Selling

• Utilize a consultative selling approach to identify customer needs and present tailored solutions.
• Demonstrate the value of Equinix’s offerings via presentations and product demonstrations.
• Highlight benefits of hybrid cloud strategies, interconnection, and global reach.

Pipeline Management

• Maintain an up‑to‑date sales pipeline, tracking opportunities and stages.
• Use CRM tools to document interactions, forecast sales, and report progress.

Territory Planning

• Develop and implement a territory plan to maximize coverage and identify high‑potential prospects within Germany and other key markets.
• Analyze market trends, customer triggers (cloud economics, energy efficiency), and competitive landscape.

Prospecting

• Identify and engage potential customers through strategic partnerships, industry events, and Equinix’s partner ecosystem.
• Build relationships with key stakeholders at conferences, trade shows, and networking events to uncover new opportunities.
• Collaborate with partners and industry leaders to identify high‑value prospects and align solutions.

Negotiation

• Lead negotiations with prospective clients to secure favorable terms and close deals.
• Ensure alignment with Equinix’s pricing and contractual guidelines.

Performance Ownership

• Take full ownership of performance by setting clear goals, tracking progress, and continuously improving.
• Embrace accountability for results and align with strategic objectives and customer expectations.
• Regularly review and adapt strategies based on feedback and market conditions.

Adaptability and Innovation

• Manage constant change as an opportunity to innovate and create new success pathways.
• Foster a culture of adaptability and resilience, encouraging creative problem solving.

Qualifications

• Bachelor’s degree and proven years of related experience (or equivalent).
• Native German and fluent English.
• Minimum of 10 years driving new business in Germany with enterprise customers.

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you need assistance or an accommodation, please let us know by completing this form.

Equinix is an Equal Employment Opportunity and, in the U.S., an affirmative action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.

• Seniority level: Mid‑Senior level
• Employment type: Full‑time
• Job function: Sales and Business Development
• Industries: Internet Publishing

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