Equinix · 7 hours ago
Senior Account Executive (SLED)
Ashburn, VA
Full-time
Hybrid
Senior Level
$274K/yr - $412K/yr
7+ years expEquinix is the world’s digital infrastructure company®, focused on enabling innovations that enhance connectivity. The Senior Account Executive (SLED) will be responsible for acquiring new State, Local Government, and Education customers in the DMV territory, emphasizing outbound prospecting and relationship building while managing existing accounts.
Cloud Data ServicesData CenterInformation TechnologyInfrastructureInternetSoftware
Responsibilities
Own 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
Target net‑new agencies, institutions, and buying centers within assigned and whitespace accounts
Drive new colocation and digital infrastructure sales within the assigned Equinix territory
Play an integral role in defining account strategies and identifying priority target accounts
Focus on opportunities that originate through outbound prospecting and hunting activities, which then convert into owned territory accounts
Maintain 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
Pursue highest‑propensity prospects and consistently fill the sales funnel
Pitch primarily to C‑level and senior government stakeholders Leverage industry relationships, channel partners, and ecosystem connections to create new opportunities
Coordinate with Opportunity Development teams to strategize lead qualification and opportunity advancement
Actively monitor and maintain opportunity status in Salesforce, following best‑practice forecasting principles
Identify at‑risk opportunities, expiring contracts, and churn risks
Provide accurate sales forecasts using Salesforce and Clari
Utilize modern sales tools to drive prospecting, pipeline management, and territory execution, including: Outlook, Salesforce (SFDC), Clari, LinkedIn Navigator, eRepublic / GovTech Navigator, AI‑driven tools (e.g., ChatGPT) for research, messaging, and productivity
Plan, build, and maintain strong relationships with key stakeholders across SLED organizations
Lead and participate in Executive Briefings
Facilitate customer relationships to ensure timely resolution of issues
Conduct Quarterly Business Reviews (QBRs) to uncover expansion and upsell opportunities
Lead a coordinated sales approach across internal teams (Sales Engineers, Solutions Architects, Customer Care, SSA, Commercial Solutions, Sales Operations)
Collaborate with global sales teams to sell the full Equinix global platform
Demonstrate consistent cross‑region exports
Work closely with resellers, strategic alliance partners, and channel partners to penetrate accounts and scale opportunity creation
Research and document a detailed understanding of customer business environments, organizational structures, and buying dynamics
Develop and execute strategic territory and account plans focused on acquisition and expansion
Prioritize accounts and prospects for short‑ and long‑term pursuit
Identify customer business needs, challenges, and technical requirements
Map customer needs to Equinix solutions in partnership with Sales Engineers and Solution Architects
Lead customer presentations and solution pitches, adapting messaging to customer personas
Demonstrate proficiency across the Equinix portfolio, including global platform and interconnection solutions
Leverage external partners for solution development within new prospects and use cases
Proactively address high‑churn‑risk customers using internal and external resources
Facilitate contract renewals and negotiations to protect revenue
Lead commercial discussions, understanding pricing, deal structures, and contractual levers
Partner with sales leadership for regional deal reviews
Mentor Account Executives and other sales professionals as needed
Lead special projects and provide guidance on new products, processes, and best practices
Qualification
Required
7+ years of experience selling into Public Sector / SLED (State, Local Government, Higher Education)
Proven hunter background with experience driving net‑new logo acquisition
Track record of success selling colocation and/or digital infrastructure solutions
Experience with technologies such as Colocation, SD‑WAN, Virtualization, Cloud Service Providers, and Cloud Platforms
Strong experience leveraging channel partners in complex enterprise sales
Proven ability to develop and execute territory and acquisition strategies
Bachelor's Degree required
Benefits
Employee Assistance Program
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.
Company
Equinix
Equinix is an internet company that provides data center services for companies, businesses, and organizations.
10001+ employees
H1B Sponsorship
Equinix has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (113)
2024 (157)
2023 (117)
2022 (121)
2021 (179)
2020 (122)
Funding
Current Stage
Public CompanyTotal Funding
$4.27BKey Investors
Elliott Management Corp.Crosslink Capital
2025-11-19Post Ipo Debt· $499.92M
2025-07-22Post Ipo Equity
2025-03-17Post Ipo Debt· $374.96M
Leadership Team
Adaire Fox-Martin
Chief Executive Officer & President
Keith Taylor
Chief Financial Officer
Recent News
2026-01-25
Company data provided by crunchbase