Senior Account Executive (Federal - FSI's)

About the Role

A career at Equinix puts you at the center of shaping what comes next, amplifying customer value through innovation and impact. You will work across teams, influence key decisions, and help shape the path forward while feeling belonging and purpose. The role involves developing and maintaining relationships with Federal Civilian agencies and FSIs, leading a coordinated sales strategy with internal teams, resellers and partners, and conducting regular business reviews to identify new opportunities. You will create and execute strategic account plans, align Equinix solutions with customer missions, use tools such as SFDC and GovWin to manage pipeline, lead contract renewals and negotiations, mitigate risks, collaborate with global sales teams, prospect within assigned accounts, and present large strategic deals to leadership. • Build and maintain relationships with Federal Civilian agencies and Federal System Integrators (FSIs) to generate new business. • Lead coordinated sales strategies with internal teams, resellers, and partners to deliver integrated solutions. • Conduct regular customer and partner business reviews to uncover opportunities and deepen account penetration. • Develop and execute strategic account plans balancing growth, new logo acquisition, and pipeline development. • Align Equinix solutions with customer missions and technical requirements, delivering executive‑level pitches. • Use SFDC and GovWin to manage pipeline, forecast accurately, and prioritize target accounts. • Lead contract renewals, negotiations, and commercial structuring to protect revenue and secure optimal terms. • Identify and mitigate risks such as churn, contract expirations, and shifting priorities. • Collaborate with global sales teams to ensure cross‑region engagement of the Equinix platform. • Prospect within assigned accounts and the broader sector, leveraging industry networks and FSI partners. • Present strategic and large deals to leadership for alignment and internal planning.

Key Responsibilities

• ▸sfdc
• ▸govwin
• ▸pipeline management
• ▸strategic planning
• ▸contract negotiation
• ▸risk mitigation

What You Bring

We are seeking a dynamic, seasoned Account Executive with a proven track record supporting the Federal/Civilian sector. The ideal candidate has deep knowledge of civilian agencies, a strong network of key contacts, extensive experience selling to Federal System Integrators (FSIs), and hunter‑level acquisition skills to drive new pipeline in a sell‑to motion. A security clearance is preferred but not required. Candidates should have 7+ years of experience selling to the U.S. Federal Government, knowledge of federal procurement processes and contract vehicles, and a proven ability to sell to FSIs. A bachelor’s degree is required, and a security clearance is preferred. • 7+ years of experience selling to the U.S. Federal Government (preferred). • Demonstrated success selling to Federal System Integrators and driving new pipeline. • Bachelor’s degree required; security clearance preferred.

Requirements

• ▸7+ years
• ▸federal gov
• ▸fsi sales
• ▸bachelor's
• ▸security clearance
• ▸hunter-level

Benefits

The targeted pay range for this position in Washington, DC is $274,000‑$412,000 OTE, reflecting base salary plus commissions and potential equity. Equinix offers a competitive benefits package that includes health, life, disability, and voluntary insurance, retirement contributions, paid time off and holidays, an Employee Assistance Program, and inclusive workplace resources. • Competitive compensation ($274k‑$412k OTE) with base salary, commissions, and potential equity. • Comprehensive insurance options including health, life, disability, and voluntary plans. • Retirement plan contributions from employee and Equinix. • Paid time off and paid holidays with accrued PTO each pay period. • Employee Assistance Program and inclusive workplace resources. • Equal Employment Opportunity employer with accommodations for candidates with disabilities.

Work Environment

Onsite