Senior Account Executive

Job Summary

We are seeking a dynamic and seasoned account executive with a proven track record supporting the missions of the Defence sector (specifically the Defence ecosystem) as well as Federal Government agencies with a global presence. The ideal candidate will have deep knowledge of the Defence vertical, a network of key contacts, a passion for helping to enable the mission and achieving sales targets while upholding the highest standards of integrity. An active NV1, or ability to obtain the clearance, is required. 

Responsibilities

• Drives Equinix Australia’s Defence and National Security sales program, focused primarily on the Defence ecosystem (as opposed to the Department of Defence

• Targets agencies such as AFP, DFAT and Austrade, to whom Equinix can offer a global value proposition beyond a pure local play.

• Facilitates customer relationships to ensure timely resolution of customer issues

• Conducts quarterly business reviews with customers to identify and develop new selling opportunities

• 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 uses strategic alliances and reseller partners to penetrate accounts

• Researches and documents detailed understanding of customer business and organizational landscape

• You develop strategic account plans that are focused on maintaining/growing accounts

• Drives strategic, global & multi-line of business global account plans

• You are responsible for leading delivery of pitch, using SE/SAs where appropriate; you adapt pitch to customer needs and persona

• Sells full suite of Equinix offerings to include global footprint

• Utilizes external partners to drive solution development in new areas/prospects

• Facilitates customer contract renewals and negotiations to protect revenue

• Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting

• Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives

• Provides accurate forecasts

• Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification

• Pursues the highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; using industry contact sand partners

• Leads commercial offer and contract negotiations, using internal resources as needed to obtain best commercial terms possible

• Understands commercial levers and problem solves to make initial recommendations on deal structure

Qualifications

• 7+ years Sales experience preferred

• National Security Clearance, or ability to obtain one required (Australian Citizen)

• Experience selling to the DOD/National security/Intel Community/Defence Primes

• Bachelor's Degree required