Senior Account Executive - Net New Business

Who are we?

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

Accelerate Equinix’s growth in market share and revenue by penetrating new accounts and work cross-functionally to expand and grow existing accounts. Protect/expand revenue in assigned accounts and work cross-functionally to drive high customer satisfaction. Develop new accounts by working cross-functionally with specific emphasis in enterprise space.

Responsibilities

New Logo & Enterprise Prospect Acquisition

• Owns net‑new enterprise business generation, with primary focus on acquiring new logos within assigned territory, vertical, or strategic segment

• Develops and executes target account strategies for complex enterprise prospects, prioritizing high‑value, high‑growth opportunities

• Engages senior executive stakeholders (C‑suite, CIO, CTO, CFO, CRO) to position Equinix as a strategic digital infrastructure partner, not a transactional vendor

• Converts white‑space, dormant, or competitor‑anchored accounts into active Equinix customers

Enterprise Relationship Development (Pre‑Customer)

• Builds trusted relationships with executive and technical decision‑makers prior to first deal closure

• Leads executive discovery sessions and briefings to uncover transformation initiatives, regulatory drivers, and growth strategies

• Establishes Equinix early as a platform choice for multi‑region, multi‑cloud, and ecosystem‑driven architectures

• Orchestrates pre‑sales engagement to accelerate first‑deal velocity and expansion readiness

Partner‑Led New Business Expansion

• Leverages strategic alliances, GSIs, cloud providers, and reseller partners to originate and co‑sell net‑new opportunities

• Develops joint account entry strategies with partners to penetrate enterprise buying centers

• Collaborates with global sales and partner teams to drive cross‑border and multi‑region new‑logo deals

• Demonstrates consistent exports‑led growth through global platform selling

Enterprise Account Strategy & Market Planning

• Conducts deep research into prospect business models, operating environments, regulatory pressures, and technology roadmaps

• Develops enterprise‑grade account entry plans, including stakeholders, buying centers, competitive positioning, and value hypotheses

• Builds multi‑year pursuit strategies aligned to Equinix global footprint and solution portfolio

• Focuses on strategic first wins that unlock long‑term enterprise expansion

Solution‑Led Value Selling

• Identifies prospect business challenges and transformation goals and maps them to Equinix differentiated platform capabilities

• Leads compelling, value‑driven executive pitches, supported by Sales Engineers and Solutions Architects

• Positions Equinix as a business enabler for resilience, latency, regulatory compliance, cloud adjacency, and ecosystem access

• Sells the full Equinix portfolio, emphasizing global scale, interconnection density, and ecosystem advantage

• Uses partners and specialized teams where needed to co‑create differentiated solutions for complex enterprise use cases

Pipeline Creation & Opportunity Management

• Owns top‑of‑funnel creation and consistently builds a robust, high‑quality enterprise pipeline

• Maintains disciplined opportunity qualification, progression, and forecasting in SFDC

• Identifies and mitigates deal risk early through stakeholder alignment and competitive strategy

• Drives pipeline coverage and conversion aligned to new business revenue targets

Commercial Negotiation & Deal Leadership

• Leads enterprise‑level commercial strategy and contract negotiations for new customers

• Understands pricing, term, and commercial levers to structure win‑win agreements

• Engages internal stakeholders to resolve complex commercial, legal, or operational blockers

• Partners with sales leadership for executive deal reviews and investment approvals

Territory & Vertical Leadership

• Owns assigned enterprise territory or vertical, with clear prioritization of target accounts

• Develops market entry strategies for emerging segments, technologies, or regions

• Maintains accurate forecasting and territory plans aligned to short‑ and long‑term growth objectives

Leadership, Mentorship & Impact

• Acts as a new‑business role model, sharing best practices for enterprise prospecting and deal execution

• Mentors peers on enterprise selling, partner orchestration, and value‑based conversations

• Contributes to sales transformation initiatives, playbooks, and strategic programs

Qualifications

• 10+ years experience in enterprise B2B new‑business sales, preferably in infrastructure, cloud, telecom, or complex technology environments

• Demonstrated success winning net‑new enterprise logos and closing high‑value, multi‑stakeholder deals

• Strong executive presence with ability to sell at C‑suite level

• Bachelor’s degree required (MBA or equivalent a plus)

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. 

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