Public Sector Account Executive Sweden
Who are we?
Equinix is the world's digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.
A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.
A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You'll work across teams, influence key decisions, and help shape the path forward. You'll find belonging, purpose, and a team that welcomes you-because when you feel valued, you're empowered to do your best work.
Job Summary
Do you want to contribute to the digital transformation of the public sector in Europe? At Equinix, the global leader in digital infrastructure, you'll work on solutions that are essential for a secure and reliable digital society.
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.
Responsibilities
Account Planning
- Researches and documents detailed understanding of customer business and organizational landscape on select accounts
- Develops account plans focused on maintaining/growing accounts
Solution Selling
- Identifies customer's business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
- Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs
- Proven proficiency of Equinix product set and solutions
- Sells full suite of Equinix offerings to include global footprint
- 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; cold calling prospects and building industry contacts
Negotiation
- Facilitates commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
- Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure
Mentorship/Lead
- Open to guidance from leadership and more senior Account Executives
Qualifications
- 3+ years of public sector sales experience preferred
- Bachelor's Degree required
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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.