Senior Account Executive (SLED)

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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

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.
This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.
The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.
As an employee, you become important to Equinix’s success. Details about our company benefits can be found at the following link:
USA Benefits eBook

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability.  If you are a qualified candidate and 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.