Sr. Account Executive , Commercial Sales

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.

The Senior Account Executive 2, Commercial Sales role at Equinix involves collaborating closely with existing customers to understand their needs and deliver tailored Equinix solutions that drive value and support their digital transformation goals. This position requires managing a multi‑quarter pipeline effectively, ensuring accurate forecasting and progression of deals while maintaining alignment with revenue targets. Additionally, the role includes working with channel partners to expand market reach and drive revenue growth, leveraging strategic relationships to identify opportunities and secure commitments.

The ideal candidate will excel in building strong customer relationships, navigating complex sales cycles, and positioning Equinix as a trusted partner in the digital infrastructure space.

Building Customer Relationships

• Builds and maintains relationships with key stakeholders in assigned accounts/prospects

• Facilitates customer relationships to ensure timely resolution of customer issues

• Conducts Quarterly Business Reviews and Leads Executive Briefings on occasion

Leveraging Internal Partners & Channel

• 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 Alliances, etc.)

• Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts

• Understands business drivers of accounts and leverages strategic alliances and reseller partners to penetrate accounts

Account Planning

• Researches and documents detailed understanding of customer business and organizational landscape on select accounts as needed

• Develops account plans focused on maintaining/growing accounts on occasion

• Drives coordinated selling approach and account planning with global counterparts

Solution Selling

• Identifies customer’s business needs, challenges, and technical requirements and recommends to Equinix solutions

• Leads sales pitch delivery, leveraging SEs where appropriate; adapts pitch to customer needs and persona

• Sells full suite of Equinix offerings to include global footprint

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

Contract Renewals

• 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

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

• Identifies at risk accounts, expiring contracts and forecast churn

Territory Planning

• Prioritizes list of accounts/prospects for short and long‑term pursuit to achieve assigned sales objectives and provide accurate forecasts

Prospecting

• Coordinates with Opportunity Development Team on a strategy for lead & sales opportunity qualification

• Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects and leveraging industry contacts and partners

• Prospects account base to sell global platform and exporting outside of country

Negotiation

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

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

Team Lead

• Provides…