Senior Account Executive 1 - New York, NY
Apply NowCompany: VetJobs
Location: New York, NY 10025
Description:
Job Description
ATTENTION MILITARY AFFILIATED JOB SEEKERS - Our organization works with partner companies to source qualified talent for their open roles. The following position is available to Veterans, Transitioning Military, National Guard and Reserve Members, Military Spouses, Wounded Warriors, and their Caregivers. If you have the required skill set, education requirements, and experience, please click the submit button and follow the next steps. Unless specifically stated otherwise, this role is "On-Site" at the location detailed in the job post.
Equinix is the world's digital infrastructure company, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.
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.
Job Summary
The Senior Account Executive, SLED will play a crucial role in driving Equinix's growth within the State, Local, and Education market for the Northeast region of the United States. This role involves driving sales and cultivating long-term relationships with State, Local, and Education (SLED) organizations. Your primary objective will be to acquire new customers (80% focus) by delivering innovative solutions tailored to their specific needs, while also retaining existing customers (20% focus). This position requires an energetic, highly motivated, self-starter who can effectively manage existing client relationships while also developing new accounts. The successful candidate will adopt a solution-based selling approach, have a strategic selling mindset, and actively pursuing new logos in their territory.
Responsibilities
Solution Selling
Identify customer needs, challenges, and technical requirements and align them with Equinix solutions
Deliver effective pitches, adapting them to customer needs and persona
Demonstrate expertise in Equinix product set and solutions
Collaborate with external partners to drive solution development in new areas/prospects
Territory Planning
Develop and execute strategic account plans to strengthen relationships with existing SLED customers
Identify and pursue cross-selling and upselling opportunities within existing accounts.
Conduct thorough research and document customer business and organizational landscape
Develop and implement state-level and account-level strategic plans, utilizing internal and external resources
New Customer Acquisition
Identify and pursue new business opportunities within the SLED sector
Engage with key decision-makers and influencers to understand their organizational goals and challenges
Present tailored solutions that align with customers' digital transformation initiatives and compliance requirements
Sales Strategy and Execution
Collaborate with organizations to navigate their complex government procurement processes and compliance requirements, i.e. StateRAMP, GSA, OMNIA, etc.
Leverage specialized knowledge of SLED to develop and implement effective sales strategies
Meet and exceed sales targets and Key Performance Indicators (KPI's) by effectively managing the sales cycle from lead generation to closing deals
Collaboration and Teamwork
Work closely with internal partners such as Legal, Technical Sales and Product Marketing teams to ensure seamless delivery of solutions and services
Engage with the Customer Success team to utilize their expertise in achieving customer satisfaction and opportunities for up-selling existing customers
Participate in regular training and development sessions to stay current with Equinix products, solutions, and market trends
Attend various SLED conferences in your region and meet with organizational leaders and potential channel partners to drive thought leadership and collaboration
Reporting and Documentation
Maintain accurate records of sales activities, customer interactions, and deal progress in Salesforce (SFDC)
Provide regular sales forecasts and reports to management, highlighting key wins and areas for improvement
Ensure all sales contracts and documentation comply with Equinix's policies and public sector regulations
Additional Qualifications/Responsibilities
Qualifications
Bachelor's degree in business, marketing, or a related field
7+ years of sales experience, with a proven track record in the SLED market
Strong understanding of government procurement processes, compliance requirements, and public sector contracts
Excellent communication, negotiation, and presentation skills
Ability to work independently and collaboratively in a fast-paced environment
Proficiency in using CRM software, particularly Salesforce (SFDC)
Willingness to travel as needed to meet with customers and attend industry events
The United States targeted pay range for this position in the following location is / locations are:
California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $274,000 to $408,000 per year
Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
ATTENTION MILITARY AFFILIATED JOB SEEKERS - Our organization works with partner companies to source qualified talent for their open roles. The following position is available to Veterans, Transitioning Military, National Guard and Reserve Members, Military Spouses, Wounded Warriors, and their Caregivers. If you have the required skill set, education requirements, and experience, please click the submit button and follow the next steps. Unless specifically stated otherwise, this role is "On-Site" at the location detailed in the job post.
Equinix is the world's digital infrastructure company, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.
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.
Job Summary
The Senior Account Executive, SLED will play a crucial role in driving Equinix's growth within the State, Local, and Education market for the Northeast region of the United States. This role involves driving sales and cultivating long-term relationships with State, Local, and Education (SLED) organizations. Your primary objective will be to acquire new customers (80% focus) by delivering innovative solutions tailored to their specific needs, while also retaining existing customers (20% focus). This position requires an energetic, highly motivated, self-starter who can effectively manage existing client relationships while also developing new accounts. The successful candidate will adopt a solution-based selling approach, have a strategic selling mindset, and actively pursuing new logos in their territory.
Responsibilities
Solution Selling
Identify customer needs, challenges, and technical requirements and align them with Equinix solutions
Deliver effective pitches, adapting them to customer needs and persona
Demonstrate expertise in Equinix product set and solutions
Collaborate with external partners to drive solution development in new areas/prospects
Territory Planning
Develop and execute strategic account plans to strengthen relationships with existing SLED customers
Identify and pursue cross-selling and upselling opportunities within existing accounts.
Conduct thorough research and document customer business and organizational landscape
Develop and implement state-level and account-level strategic plans, utilizing internal and external resources
New Customer Acquisition
Identify and pursue new business opportunities within the SLED sector
Engage with key decision-makers and influencers to understand their organizational goals and challenges
Present tailored solutions that align with customers' digital transformation initiatives and compliance requirements
Sales Strategy and Execution
Collaborate with organizations to navigate their complex government procurement processes and compliance requirements, i.e. StateRAMP, GSA, OMNIA, etc.
Leverage specialized knowledge of SLED to develop and implement effective sales strategies
Meet and exceed sales targets and Key Performance Indicators (KPI's) by effectively managing the sales cycle from lead generation to closing deals
Collaboration and Teamwork
Work closely with internal partners such as Legal, Technical Sales and Product Marketing teams to ensure seamless delivery of solutions and services
Engage with the Customer Success team to utilize their expertise in achieving customer satisfaction and opportunities for up-selling existing customers
Participate in regular training and development sessions to stay current with Equinix products, solutions, and market trends
Attend various SLED conferences in your region and meet with organizational leaders and potential channel partners to drive thought leadership and collaboration
Reporting and Documentation
Maintain accurate records of sales activities, customer interactions, and deal progress in Salesforce (SFDC)
Provide regular sales forecasts and reports to management, highlighting key wins and areas for improvement
Ensure all sales contracts and documentation comply with Equinix's policies and public sector regulations
Additional Qualifications/Responsibilities
Qualifications
Bachelor's degree in business, marketing, or a related field
7+ years of sales experience, with a proven track record in the SLED market
Strong understanding of government procurement processes, compliance requirements, and public sector contracts
Excellent communication, negotiation, and presentation skills
Ability to work independently and collaboratively in a fast-paced environment
Proficiency in using CRM software, particularly Salesforce (SFDC)
Willingness to travel as needed to meet with customers and attend industry events
The United States targeted pay range for this position in the following location is / locations are:
California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $274,000 to $408,000 per year
Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.