Account Executive

vor 6 Stunden

Frankfurt am Main, Hessen, Deutschland Equinix Vollzeit

Job Summary

The Account Manager (German-speaking) Retention is responsible for managing and expanding existing mid-market accounts for Equinix solutions, with a strong focus on customer retention, contract renewals, and revenue protection. The majority of customer interactions are conducted via phone and email, with occasional visits to local clients.

Responsibilities

Building & Maintaining Customer Relationships

  • Develops and maintains strong relationships with key stakeholders in assigned German-speaking accounts
  • Acts as the primary point of contact for customer issues, ensuring timely and effective resolution
  • Conducts regular Business Reviews and occasional Executive Briefings in German

Leveraging Internal Teams & Channel Partners

  • Coordinates with internal teams (Sales Engineers, Solutions Architects, Customer Care, Sales Operations, etc.) and external partners (resellers, strategic alliances) to deliver comprehensive solutions
  • Utilizes partner networks to identify and develop cross- and upsell opportunities within existing accounts

Account & Contract Management

  • Analyzes and documents the customer landscape, with special attention to contract terms, renewal dates, and notice periods
  • Develops account plans focused on retention and expansion of existing business
  • Proactively manages contract renewals, identifying at-risk customers and leading renewal negotiations to protect revenue

Solution Selling

  • Identifies customer needs, challenges, and technical requirements, recommending appropriate Equinix solutions
  • Presents and adapts the full suite of Equinix offerings to meet specific customer requirements
  • Leverages external partners to develop new solutions and explore additional business opportunities

Negotiation & Offer Management

  • Leads commercial and contract negotiations, using internal resources as needed to secure optimal terms
  • Understands commercial levers and develops initial recommendations for deal structures

Pipeline & Forecast Management

  • Maintains and monitors the opportunity pipeline in Salesforce (SFDC), ensuring accurate forecasting and identifying churn risks
  • Prioritizes accounts to achieve sales objectives and maintain a healthy pipeline

Qualifications

  • Bachelor's degree or equivalent professional experience
  • Minimum 2 years' relevant experience in account management, ideally within IT/technology
  • Native in German and Fluent in English (written and spoken)
  • Experience with complex contract structures, renewals, and churn management
  • Strong communication, relationship-building, and negotiation skills
  • Knowledge of technology sales, particularly in colocation and digital infrastructure, is a plus
  • Experience managing contract renewals, notice periods, and commercial negotiations is essential
  • Ability to work cross-functionally and leverage internal and external resources to maximize customer value

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