Chicago, Illinois, United States
As a Senior Account Executive at Equinix, I help large enterprises leverage the power and flexibility of hybrid cloud services to increase IT productivity, improve security, and empower remote workforces. With over 15 years of sales experience in the IT industry, I have a deep understanding of the evolving market trends, customer needs, and competitive landscape. I work to drive Equinix's growth in Illinois, by building and nurturing relationships with key decision-makers, understanding their business needs, and delivering tailored solutions that align with Equinix's portfolio of data center, digital interconnection, and cloud solutions. As an integral part of this Equinix ecosystem, I am embedded in the frontlines of our technological innovation, working to drive change based on my client's feedback and requirements. I view every interaction as an opportunity to make a strategic impact in my client’s business. Being part of Equinix means being at the forefront of innovation. Our solutions and those of our many partners, who have built directly into the Equinix platform, empower businesses to transcend previous limitations and achieve true digital transformation. The seamless integration of technology, the power of interconnection, and the art of collaboration - these are the elements that shape and reward my daily efforts. - edited with CHATGPT 😊
Promoted to manage key accounts. Entrusted to develop and grow the largest accounts in the region. Serve as a trusted business partner for large enterprise account stakeholders, build business relationships and drive the end-to-end sales process. Total revenue from sales over tenure well in excess of $100 million, consistently over 100% to plan, often 200% to 300%, President’s Club winner twice. ★ Work with clients to develop and deploy scalable hybrid cloud services, helping increase IT productivity, improve security, and empower remote workforces. • Understand and articulate customer needs and provided "Voice of Customer" feedback internally to develop effective cross-functional delivery roadmaps and generate plans for future product offerings. • Driving communication of Edge Compute offerings which utilize over 100 CenturyLink regional data centers to reduce latency to less than 5ms between client locations and their compute and storage applications. • Additional focus on SD-WAN (Versa, Meraki, Viptela, VeloCloud), Security (DDOS Protection, Fortinet, Palo Alto), Voice, SIP, Cisco UCC, Zoom, cloud with AWS, Azure, Google, HP, IBM. Use traditional WAN product set including DIA, VPN, MPLS, Wave, and EPL as a wedge for IT service-based engagements including SAP HANA. • Develop and implement sales strategies, account plans, KPI’s, goals, and initiatives to drive revenue growth. Partner with internal stakeholders and senior leadership, providing Subject Matter advisement and ensure internal alignment, to drive customer success metrics. • Analyze industry trends, competitor intelligence, and global market drivers, effectively institute strategic sales plan to achieve revenue objectives. Monitor various acquisition channels and adapt sales strategies to optimize each channel. • Acquire new business, while managing and expanding current customer utilization. Employ superior negotiation skills and recognized as a product Subject Matter Expert (SME).
Promoted to manage Fortune 50 accounts with a heavy focus on financial clients, exchanges, banking, and insurance as well as several consulting firms. Analyze industry trends and effectively institute strategic sales plan to achieve account revenue objectives. ★ Partnering with client decision-makers to provide strategic product solutions that align with their business objectives. Top producer for the Large Enterprise Financial Services team. Consistently over 100% to plan. • Maintain and cultivate relationships with and prospect into HFT, hedge funds, market makers and prop shops, any trading firm engaged in proprietary trading. • Sold and built a global extranet for a large market data provider. High-value sales include services to and between EU, LATAM, Canada, and APAC, connecting clients to exchanges, matching engines, and proximity data centers for CME, Eurex, NYSE, NASDAQ, LSE, BOVESPA, etc. Recognized multiple times for excellence in global account management building relationships throughout Europe.
Onboarded to focus heavily on the financial vertical; selling to proprietary trading firms in Chicago, NY/ NJ, London, and Amsterdam, to become an SME. Primarily sold low latency routes connecting to the exchanges matching engines and dark pools. ★ Comprehensive knowledge of all the global firms in this vertical whether buy side, sell side, or market makers engaged in FX, derivatives, or futures. • Recognized leader in prospecting new accounts and expanding usage from existing clients. - cold calling, emailing, in-person meetings, video conferencing, and online research tools to identify key business verticals. • Typical sales included DWDM circuits 1 Gig to 100 Gig, data center collocation, and microwave routes from subsea landing stations.
Recruited to develop and build out the Chicago market for hosted voice (VOIP provider). Cultivated relationships with chambers of commerce, technology groups, channel partners, and agents. Developed SEO criteria and marketing plans. ★ Hired and ramped up 6 reps in less than 90 days; then hired and trained an appointment setting team. • Fostered relationships with staffing, legal, consulting, healthcare, service, and nonprofit verticals. Generated $3.6 million in new opportunities.
Transitioned 26,000 accounts from Citizens Conferencing to Premiere. ★ Re-trained team of customer service reps to become inside sales reps, selling new data-centric solutions without losing focus or revenue from core conferencing business. • Developed new compensation plans leading to increased sales and reduced employee churn, leading to average rep tenure of over 4 years. Team ended each year over 100% of plan
Recruited to facilitate consolidation of the Atlanta sales office to Chicago for 7,000+ customers worldwide, generating $25 million in annual revenue. Managed the Account Service and Tele prospecting groups. ★ Served on the senior management team, influencing company decisions to support sales and the customer base.