Senior Client Executive - Nvidia - Equinix
Redwood City, CA
About the Job
Who are we?
Equinix is the world’s digital infrastructure company®, operating over 250 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables 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.
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 is vital to our success.
Job Summary
The Senior Client Executive is responsible for leading Equinix’s relationship with Nvidia. This role reports to the VP of Joint Platform Solutions and Technology Alliances and requires successful management of strategic business relationships including C-Level executives, VP and GM level managers, technical, and product executives responsible for the Cloud including Infrastructure strategy within their organization. Your goal will be to maintain and grow Equinix’s share of global IT spend within Nvidia over both the short and long-term.
Responsibilities
Build Customer Relationships
Develops and maintains relationships with regional/global customer executives to drive global bookings/revenue growth
Manages the engagement with the customer as a strategic alliance relationship, encompassing “sell to”, “sell thru” (in partnership with our channel team), and eventually “sell with”
Identifies larger trends in customer issues across the account and develops action plans for long term improvements, implementing best practices
Engages Equinix Executives in the account
Leverage Internal Partners & Channel
Develops and manages successful partnerships with internal organizations to support the strategic customer relationship, including Channel, Solutions Architects, Sales Engineering, Contracts, Billing, FP&A, Product Marketing, and Business Development at the regional or global level
Resolves complex and diverse customer issues
Delivers a global account plan to senior executives on a semi-annual basis and manages implementation of account plan regionally or globally
Account Strategy/Planning
Manages account activity relative to quarterly and fiscal year plan, creates executive reports with understanding of customer life cycle
Influences long term planning for account
Drives coordinated selling approach and account planning with global counterparts and continually communicates global account strategy to internal partners and stakeholders in the region/globally
Solution Selling
Synthesizes customer’s business needs, challenges, and technical requirements from regions and recommends Equinix solutions
Leads delivery of expert, compelling approach, leveraging the global account strategy
Sells Equinix as a strategic partner and incorporates the full suite of Equinix offerings including global footprint
Leverages external partners to drive solution development in new areas/prospects
Contract Management/Renewals
Develops detailed understanding of commercial terms and problem solves regional/global implications, making decisions on more complex issues to drive deal alignment and with long term strategy
Proactively addresses churn risk, leveraging internal resources and external partner, to resolve issues
Drives customer contract renewals and negotiations to protect revenue
Develops, defines, and implements global channel/reseller relationships
Pipeline Management
Monitors and updates on pipeline and forecast status (‘Five to Forecast’) of each opportunity for current and future quarters
Manages prioritization of opportunities for short- and long-term pursuit to achieve regional/global objectives
Negotiation
Leads complex 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; overcomes objections and positions at senior levels in account
Partners with sales leadership to present at regional/global deal review
Qualifications
10+ years experience preferred
Bachelor's degree preferred
The targeted pay range for this position in the following location is / locations are:
San Francisco, CA / Bay Area: $303,000 to $453,000 per year
Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.
The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.
As an employee, you become important to Equinix’s success. Details about our company benefits can be found at the following link:
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