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 contacts and 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.
Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.
Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.