Sr. Account Executive 2, Mid-Market Sales

About the Role

The role focuses on new account development and protecting or expanding revenue in high‑touch mid‑market and small‑business accounts. Sales are driven through multichannel, inbound and outbound activities in partnership with marketing, sales engineers, customer care, legal, and other cross‑functional teams, engaging a broad set of decision makers. Key responsibilities include building and maintaining consultative relationships, conducting quarterly business reviews, coordinating with internal and external partners, developing account plans, solution selling, managing contract renewals, tracking pipeline in SFDC, and creating territory and prospecting strategies to grow revenue and reduce churn. • Develop and maintain consultative relationships with mid‑market and small‑business accounts. • Conduct quarterly business reviews to identify new selling opportunities. • Coordinate sales approach with internal teams (Sales Engineers, Solutions Architects, etc.) and external partners. • Create and execute account plans focused on revenue growth and customer retention. • Identify customer needs and deliver tailored Equinix solutions in partnership with SE/SAs. • Manage contract renewals, negotiate terms, and mitigate churn risk. • Update opportunity status in SFDC, forecast pipeline, and run proactive sales campaigns. • Build territory plans, prioritize accounts, and monitor competitor landscape. • Prospect new accounts, generate leads, and deliver the Equinix elevator pitch. • Lead commercial negotiations and structure deals with sales leadership.

Key Responsibilities

• ▸client relationship
• ▸business review
• ▸sfdc updates
• ▸territory planning
• ▸solution selling
• ▸contract management

What You Bring

Candidates need at least five years of experience building multimillion‑dollar businesses with SI, OEM, cloud/SaaS, data‑center, or carrier partners, strong relationships with mid‑market decision makers across multiple verticals, and proven solution‑selling expertise to CIO, CTO, and CDO audiences. A bachelor’s degree plus a full‑time management degree is required, along with a track record of meeting quota, pipeline generation, and familiarity with Challenger or Outcome‑Based Selling methodologies. • 5+ years building multimillion‑dollar business with SI, OEM, Cloud/SaaS, data‑center, or carrier partners. • Strong relationships with mid‑market decision makers in finance, manufacturing, healthcare, IT, fintech, etc. • Solution‑selling expertise to CIO, CTO, CDO and other CXOs. • Bachelor’s degree plus full‑time management degree. • Proven success in pipeline generation, prospecting, and meeting sales quotas. • Experience with Challenger Sales or Outcome‑Based Selling methodology. • Excellent prioritization, ownership, and collaborative mindset.

Requirements

• ▸5+ years
• ▸cloud saas
• ▸solution selling
• ▸bachelor's
• ▸challenger
• ▸prioritization

Work Environment

Hybrid