Senior Account Executive- Public Sector

As a

Senior Account Executive – Public Sector , you will be the driving force behind developing new business and expanding strategic relationships within the public sector. You translate societal trends into actionable plans and collaborate with multidisciplinary teams to close complex deals.

Your Responsibilities

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Translate sector developments into a targeted market approach and drive sales funnel growth. •

Develop new business and further expand the Public Sector segment. •

Maintain and strengthen relationships with existing customers, ensuring customer satisfaction remains a top priority. •

Provide functional leadership to your virtual account team. • Fluent Dutch and Fluent English •

Inspire and influence decision-makers at C-level within client organizations and internally at Equinix

Responsibilities

Build Customer Relationships · Plans, builds, and maintains relationships with key stakeholders in assigned accounts/prospects · Facilitates customer relationships to ensure timely resolution of customer issues · Conducts quarterly business reviews with customers to identify and develop new selling opportunities · Leads Executive Briefings

Leverage Internal & External Partners · Leads and drives coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliance, etc.) · Collaborates with global sales team to sell global Equinix platform · Demonstrates consistent cross region exports · Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts

Account Planning · Researches and documents detailed understanding of customer business and organizational landscape · Develops strategic, global account plans focused on maintaining/growing accounts · Drives strategic, global & multi-line of business global account plans

Solution Selling · Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs · Leading delivery of pitch, leveraging SE/SAs where appropriate; adapts pitch to customer needs and persona · Proven proficiency of Equinix product set and solutions · Sells full suite of Equinix offerings to include global footprint and achieves exports · Leverages external partners to drive solution development in new areas/prospects

Contract Renewals · Proactively addresses high churn risk customers leveraging internal resources and external partners · Facilitates customer contract renewals and negotiations to protect revenue · Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure

Pipeline Management · Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting · Identifies at risk accounts, expiring contracts and forecasts churn

Territory Planning · Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives · Provides accurate forecasts · May focus on particular vertical or sub-vertical within a dedicated sector

Prospecting · Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification · Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; leveraging industry contact sand partners · Actively prospects account base to sell global platform and achieves exports outside of country · Utilizes available tools to prospect and leverage account strategy plans

Negotiation · Leads 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 · Partners with sales leadership to present at regional deal review

Mentorship/Lead · Mentors Account Executives or other sales professionals; leads special projects, provides guidance to team on new products/processes/best practices

Qualifications

· 7+ years experience preferred · Bachelor's Degree required .

Fluent Dutch and Fluent English