About Equinix
We are the world's digital infrastructure company, operating over 260 data centers across the globe. Digital leaders harness our trusted platform to bring together and interconnect foundational infrastructure at software speed.
Our mission is to enable organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.
Who We Are Looking For
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.
Key Responsibilities
1. Drive our Australia's Defence and National Security sales program, focused primarily on the Defence ecosystem.
2. Target agencies such as AFP, DFAT and Austrade, to whom we can offer a global value proposition beyond a pure local play.
3. Facilitate customer relationships to ensure timely resolution of customer issues.
4. Conduct quarterly business reviews with customers to identify and develop new selling opportunities.
5. Lead and drive coordinated sales approach with the extended sales team and external partners.
6. Collaborate with global sales team to sell global platform.
7. Demonstrate consistent cross region exports.
8. Understand business drivers of accounts and use strategic alliances and reseller partners to penetrate accounts.
9. Research and document detailed understanding of customer business and organizational landscape.
10. Develop strategic account plans that are focused on maintaining/growing accounts.
11. Drive strategic, global & multi-line of business global account plans.
12. Lead delivery of pitch, using SE/SAs where appropriate; adapt pitch to customer needs and persona.
13. Sell full suite of our offerings to include global footprint.
14. Utilize external partners to drive solution development in new areas/prospects.
15. Facilitate customer contract renewals and negotiations to protect revenue.
16. Actively monitor and maintain status of opportunities in SFDC, following forecasting principles.
17. Prioritize list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives.
18. Provide accurate forecasts.
19. Coordinate with Opportunity Development Team to strategize lead & sales opportunity qualification.
20. Pursue highest propensity prospects, fill funnel with opportunities; pitch prospects primarily at C-level; use industry contacts and partners.
21. Lead commercial offer and contract negotiations, using internal resources as needed to obtain best commercial terms possible.
22. Understand commercial levers and problem solve to make initial recommendations on deal structure.
Requirements
1. 7+ years Sales experience preferred.
2. National Security Clearance, or ability to obtain one required (Australian Citizen).
3. Experience selling to the DOD/National security/Intel Community/Defence Primes.
4. Bachelor's Degree required.