divh2Equinix SLED Sales Executive/h2pEquinix is the worlds digital infrastructure company, shortening the path to connectivity to enable the innovations that enrich our work, life and planet. A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future. A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. Youll work across teams, influence key decisions, and help shape the path forward. Youll find belonging, purpose, and a team that welcomes youbecause when you feel valued, youre empowered to do your best work./ppThe primary responsibility of this role is the acquisition of new State, Local Government, and Education (SLED) customers within the assigned DMV territory (Delaware, Maryland, Virginia, and Washington, D.C.). This position is a hunter-focused, new logo sales role with a strong emphasis on outbound prospecting, relationship creation, and pipeline generation./ppWhile the role includes responsibility for approximately 25 existing accounts, success is measured by the ability to identify, pursue, and close new opportunities across State, Local, and Education organizations./ppTime Allocation/pulli85% New Acquisition / 15% Account Management/li/ulh3Responsibilities/h3pNew Business Acquisition
Territory Ownership/pulliOwn and execute a new customer acquisition strategy across the DMV SLED territory, including: State of Delaware, State of Maryland, Commonwealth of Virginia, and Washington, D.C. local government and education entities across the region/liliTarget net-new agencies, institutions, and buying centers within assigned and whitespace accounts/liliDrive new colocation and digital infrastructure sales within the assigned Equinix territory/liliPlay an integral role in defining account strategies and identifying priority target accounts/liliFocus on opportunities that originate through outbound prospecting and hunting activities, which then convert into owned territory accounts/li/ulpHigh-Activity Sales Execution/pulliMaintain a high level of outbound sales activity including: Cold calling and proactive outreach Partner-led prospecting Attending industry conferences, trade shows, and regional SLED events/liliPursue highest-propensity prospects and consistently fill the sales funnel/liliPitch primarily to C-level and senior government stakeholders Leverage industry relationships, channel partners, and ecosystem connections to create new opportunities/li/ulpPipeline Development
Opportunity Management/pulliCoordinate with Opportunity Development teams to strategize lead qualification and opportunity advancement/liliActively monitor and maintain opportunity status in Salesforce, following best-practice forecasting principles/liliIdentify at-risk opportunities, expiring contracts, and churn risks/liliProvide accurate sales forecasts using Salesforce and Clari/li/ulpTool Utilization/pulliOutlook/liliSalesforce (SFDC)/liliClari/liliLinkedIn Navigator/lilieRepublic / GovTech Navigator/liliAI-driven tools (e.g., ChatGPT) for research, messaging, and productivity/li/ulpBuild Prospect
Customer Relationships/pulliPlan, build, and maintain strong relationships with key stakeholders across SLED organizations/liliLead and participate in Executive Briefings/liliFacilitate customer relationships to ensure timely resolution of issues/liliConduct Quarterly Business Reviews (QBRs) to uncover expansion and upsell opportunities/li/ulpLeverage Internal
External Partners/pulliLead a coordinated sales approach across internal teams (Sales Engineers, Solutions Architects, Customer Care, SSA, Commercial Solutions, Sales Operations)/liliCollaborate with global sales teams to sell the full Equinix global platform/liliDemonstrate consistent cross-region exports/liliWork closely with resellers, strategic alliance partners, and channel partners to penetrate accounts and scale opportunity creation/li/ulpAccount
Territory Planning/pulliResearch and document a detailed understanding of customer business environments, organizational structures, and buying dynamics/liliDevelop and execute strategic territory and account plans focused on acquisition and expansion/liliPrioritize accounts and prospects for short- and long-term pursuit/liliMay focus on specific sub-verticals within the SLED sector/li/ulpSolution Selling/pulliIdentify customer business needs, challenges, and technical requirements/liliMap customer needs to Equinix solutions in partnership with Sales Engineers and Solution Architects/liliLead customer presentations and solution pitches, adapting messaging to customer personas/liliDemonstrate proficiency across the Equinix portfolio, including global platform and interconnection solutions/liliLeverage external partners for solution development within new prospects and use cases/li/ulpContract Renewals
Commercial Negotiations/pulliProactively address high-churn-risk customers using internal and external resources/liliFacilitate contract renewals and negotiations to protect revenue/liliLead commercial discussions, understanding pricing, deal structures, and contractual levers/liliPartner with sales leadership for regional deal reviews/li/ulpLeadership
Mentorship/pulliMentor Account Executives and other sales professionals as needed/liliLead special projects and provide guidance on new products, processes, and best practices/li/ulpQualifications/pulli7+ years of experience selling into Public Sector / SLED (State, Local Government, Higher Education)/liliProven hunter background with experience driving net-new logo acquisition/liliTrack record of success selling colocation and/or digital infrastructure solutions/liliExperience with technologies such as Colocation, SD-WAN, Virtualization, Cloud Service Providers, and Cloud Platforms/liliStrong experience leveraging channel partners in complex enterprise sales/liliProven ability to develop and execute territory and acquisition strategies/liliBachelors Degree required/li/ulpThe targeted pay range for this position in the following location is:/ppUnited States - Ashburn Office AEO: 274,000 - 412,000 USD / Annual/ppOur pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training./ppThe targeted pay range listed 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./ppEquinix Benefits/ppAs an employee, you become important to Equinixs success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure were providing you with the best package possible. So, wherever you are in your career and life, youll be able to enhance your experience and bring your whole self to work./ppEmployee Assistance Program: An Employee Assistance program is available to all employees./ppUS Benefits: - Insurance: You may enroll in health, life, disability and voluntary plans that are designed for you and your eligible family members. - Retirement: You and Equinix may contribute to a retirement plan to help you plan for your financial future. - Paid Time Off (PTO) and Paid Holidays: You will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to change and may be subject to specific plan or program terms./ppEquinix 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./ppEquinix 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 //p/div
Territory Ownership/pulliOwn and execute a new customer acquisition strategy across the DMV SLED territory, including: State of Delaware, State of Maryland, Commonwealth of Virginia, and Washington, D.C. local government and education entities across the region/liliTarget net-new agencies, institutions, and buying centers within assigned and whitespace accounts/liliDrive new colocation and digital infrastructure sales within the assigned Equinix territory/liliPlay an integral role in defining account strategies and identifying priority target accounts/liliFocus on opportunities that originate through outbound prospecting and hunting activities, which then convert into owned territory accounts/li/ulpHigh-Activity Sales Execution/pulliMaintain a high level of outbound sales activity including: Cold calling and proactive outreach Partner-led prospecting Attending industry conferences, trade shows, and regional SLED events/liliPursue highest-propensity prospects and consistently fill the sales funnel/liliPitch primarily to C-level and senior government stakeholders Leverage industry relationships, channel partners, and ecosystem connections to create new opportunities/li/ulpPipeline Development
Opportunity Management/pulliCoordinate with Opportunity Development teams to strategize lead qualification and opportunity advancement/liliActively monitor and maintain opportunity status in Salesforce, following best-practice forecasting principles/liliIdentify at-risk opportunities, expiring contracts, and churn risks/liliProvide accurate sales forecasts using Salesforce and Clari/li/ulpTool Utilization/pulliOutlook/liliSalesforce (SFDC)/liliClari/liliLinkedIn Navigator/lilieRepublic / GovTech Navigator/liliAI-driven tools (e.g., ChatGPT) for research, messaging, and productivity/li/ulpBuild Prospect
Customer Relationships/pulliPlan, build, and maintain strong relationships with key stakeholders across SLED organizations/liliLead and participate in Executive Briefings/liliFacilitate customer relationships to ensure timely resolution of issues/liliConduct Quarterly Business Reviews (QBRs) to uncover expansion and upsell opportunities/li/ulpLeverage Internal
External Partners/pulliLead a coordinated sales approach across internal teams (Sales Engineers, Solutions Architects, Customer Care, SSA, Commercial Solutions, Sales Operations)/liliCollaborate with global sales teams to sell the full Equinix global platform/liliDemonstrate consistent cross-region exports/liliWork closely with resellers, strategic alliance partners, and channel partners to penetrate accounts and scale opportunity creation/li/ulpAccount
Territory Planning/pulliResearch and document a detailed understanding of customer business environments, organizational structures, and buying dynamics/liliDevelop and execute strategic territory and account plans focused on acquisition and expansion/liliPrioritize accounts and prospects for short- and long-term pursuit/liliMay focus on specific sub-verticals within the SLED sector/li/ulpSolution Selling/pulliIdentify customer business needs, challenges, and technical requirements/liliMap customer needs to Equinix solutions in partnership with Sales Engineers and Solution Architects/liliLead customer presentations and solution pitches, adapting messaging to customer personas/liliDemonstrate proficiency across the Equinix portfolio, including global platform and interconnection solutions/liliLeverage external partners for solution development within new prospects and use cases/li/ulpContract Renewals
Commercial Negotiations/pulliProactively address high-churn-risk customers using internal and external resources/liliFacilitate contract renewals and negotiations to protect revenue/liliLead commercial discussions, understanding pricing, deal structures, and contractual levers/liliPartner with sales leadership for regional deal reviews/li/ulpLeadership
Mentorship/pulliMentor Account Executives and other sales professionals as needed/liliLead special projects and provide guidance on new products, processes, and best practices/li/ulpQualifications/pulli7+ years of experience selling into Public Sector / SLED (State, Local Government, Higher Education)/liliProven hunter background with experience driving net-new logo acquisition/liliTrack record of success selling colocation and/or digital infrastructure solutions/liliExperience with technologies such as Colocation, SD-WAN, Virtualization, Cloud Service Providers, and Cloud Platforms/liliStrong experience leveraging channel partners in complex enterprise sales/liliProven ability to develop and execute territory and acquisition strategies/liliBachelors Degree required/li/ulpThe targeted pay range for this position in the following location is:/ppUnited States - Ashburn Office AEO: 274,000 - 412,000 USD / Annual/ppOur pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training./ppThe targeted pay range listed 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./ppEquinix Benefits/ppAs an employee, you become important to Equinixs success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure were providing you with the best package possible. So, wherever you are in your career and life, youll be able to enhance your experience and bring your whole self to work./ppEmployee Assistance Program: An Employee Assistance program is available to all employees./ppUS Benefits: - Insurance: You may enroll in health, life, disability and voluntary plans that are designed for you and your eligible family members. - Retirement: You and Equinix may contribute to a retirement plan to help you plan for your financial future. - Paid Time Off (PTO) and Paid Holidays: You will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to change and may be subject to specific plan or program terms./ppEquinix 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./ppEquinix 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 //p/div