Senior Account Executive Acquisition Field Sales

Job Title: Senior Account Executive Acquisition Field Sales
Contract Type: Permanent
Location: Melbourne
Reference: JR-123082
Contact Name: Kenneth Mao
Job Published: November 25, 2021 11:45

Job Description

Senior Account Executive Acquisition Field Sales

We are seeking a high-performing Account Executive to join our Melbourne team in our newly formed Enterprise Acquisition team.

As a key member of Equinix’s new Acquisition sales team, you will drive a solution-based sales approach, primarily focused on new logo acquisition and large deal pursuit across multiple verticals within our top tier of accounts. You will work with customers and partners, providing sales leadership and creative direction for enterprise key customers as the undertake transformation on Platform Equinix.

Are you looking to use your knowledge and relationships to work in a small team and be a part of a global technology leader?  Ideally, you will be someone who has a passion for building strategic partnerships, building revenue, and maximising relationships.

Who are we?

Equinix is the world’s digital infrastructure company, operating 220+ data centres across the globe and providing interconnections to all the key clouds and networks. 

Thousands of leading enterprises have a presence in our global data centres, putting new opportunities with service providers, partners and customers within easy reach. Whether you’re building a history-making product, blazing an industry-first business model or pioneering a new way to collaborate globally, Equinix provides the global reach, the rich ecosystem and the service excellence today’s enterprises need to compete and win.

We are a fast-growing multi-billion-dollar global company with 75 consecutive quarters of growth. Through our innovative products and services, we have created the largest, most active global ecosystem of nearly 10,000 companies, including 1,800+ networks and 2,900+ cloud and IT service providers in over 60+ markets on five continents.   

A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and vital to our success.


Build Customer Relationships

  • Builds and maintains relationships with key stakeholders in assigned prospects.
  • Leads Executive Briefings where appropriate.
  • Leverage Internal & External Partners to drive pipeline and assist in winning new logos.
  • Drives a 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.
  • Understands business and technology drivers of accounts and leverages strategic alliances and partners to penetrate prospect accounts.

Account Planning

  • Research and document a detailed understanding of customer business and organizational landscape.
  • Develops strategic, global account plans on key strategic prospects.
  • Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/GSAs.
  • Leading delivery of pitch, leveraging SE/GSAs where appropriate; adapts pitch to customer needs and persona.
  • Proven proficiency of Equinix product set and solutions.
  • Sells full suite of Equinix offerings to include global footprint.
  • Leverages external partners to drive solution development with all prospects.

Territory and Pipeline Management

  • Prioritizes list of prospects for short and long-term pursuit to achieve assigned sales objectives.
  • Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting.
  • May focus on particular vertical or sub-vertical within a dedicated sector.


  • Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification.
  • Pursues highest propensity prospects, fills the funnel with opportunities; pitching prospects primarily at C-level; leveraging industry contact sand partners.
  • Actively prospects account base to sell global platform and achieves exports outside of country.


  • Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible.
  • Understands commercial levers and problem solves to make initial recommendations on deal structure.


  • 10 years’ experience in a similar role within the technology industry with an understanding of the macro infrastructure drivers at force in 2022.
  • Comfortable working in a pressurised, customer facing role.
  • Excellent written and verbal communication in English is essential.
  • Positive attitude and hunter mentality.
  • Bachelor’s Degree required.

This Job Description is not intended to be all-inclusive. The employee may perform other related duties to meet the ongoing organisational needs.

Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, colour, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.

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