E
Equinix
Senior Client Executive
Skills
Product MarketingBusiness Development
2 months ago
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Important information
Contract type:
Permanent
Salary:
$313,000 – $511,000 / year
Location:
London, UK
Work mode:
Onsite
Published on:
2 September 2026
What they need
- Responsible for leading Equinix’s relationship with strategic accounts that will include regional/global customer contacts
- Works within a matrixed sales team environment to set regional/global strategy, achieve/surpass established sales goals, and address customer needs
- May be a team leader and provide professional leadership and coordination for team on a single, key account
- Accounts are highly strategic, and have complex requirements
- Responsible for significant key partner relationship management and development
- Responsible for the master strategy for accounts and ensures the strategy is executed
- Represents Equinix with Customer C-level
- Develops and maintains relationships with regional/global customer executive stakeholders to drive global bookings/revenue growth in assigned accounts
- Builds deep network of contacts and knowledge of assigned strategic accounts
- Manages the engagement with the customer as a strategic alliance relationship
- Develops best practices to strengthen customer relationship
- Engages Equinix Executives in the account
- Develops and manages successful partnerships with internal organizations to support the global strategic customer relationship and complex projects
- Marshalls resources including Solutions Architects, Sales Engineering, Contracts, Billing, FP&A, Product Marketing and Business development at the global level
- Easily manages across all levels of Equinix senior management level for benefit of the customer
- Develops and leverages network of contacts within partner organizations to support the long term strategy
- Delivers a long-term global account plan to senior executives on a semi-annual basis and manages implementation of the account strategy globally Coaches other GAM team members supporting them
- Sets long term vision for account. Inspires global cross functional team to develop creative solutions for customer and is able to implement complex initiatives
- Develops global strategic account plan from regional inputs and facilitates decision making of complex trade off between regional and global priorities
- Manages account activity relative to quarterly and fiscal year plan, creates executive reports
- Drives coordinated selling approach and account planning with global counterparts and continually communicates global account strategy to internal partners and stakeholders in the region/globally
- Thinks holistically and strategically about the business, driving “go to market” activities as well as “sell to” and considering all touch points across the customer experience
- Synthesizes customer’s business needs, challenges, and technical requirements from regions and recommends Equinix solutions
- If applicable, sells business value of Equinix “sell with” activities to global customer extending value of Equinix platform
- Demonstrates superior leadership of account as viewed by key stakeholders including C-level executives
- Leads compelling C-level executive selling approach, leveraging the global account strategy and key stakeholders
- Sells Equinix as a strategic partner and incorporates the full suite of Equinix offerings including global footprint
- Leverages external partners to drive solution development in new areas/prospects
- Develops detailed understanding of commercial terms and problem solves regional/global implications, making decisions on more complex issues to drive deal alignment and with long term strategy
- Proactively addresses high churn risk customers, leveraging internal resources and external partners to resolve issues
- Drives customer contract renewals and negotiations to protect revenue
- Develops, defines, and implements global channel/reseller relationships with targeted accounts
- Monitors and updates on pipeline and forecast status (‘Five to Forecast’) of each account/opportunity for current and future quarters
- Manages prioritization of opportunities for short- and long-term pursuits to achieve regional/global objectives
- Analyzes trends across the account and develops plans to minimize and forecast churn
- Manages complex commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
- Understands commercial levers and problem solves to make recommendations on deal structure; overcomes objections and engages at most senior levels in account
- Partners with sales leadership to present at regional/global deal review
- Engages and influences Executive leadership in strategic negotiations- Proven years experience preferred
- Bachelor’s degree preferred
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