Who are we?
Equinix is the world's digital infrastructure company, operating over 260 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.
Director, Sales
Job Summary
The Director, Sales leads sales team in accelerating Equinix's growth by managing existing client base and developing new accounts. Responsible for mid-to large team with large revenue and bookings within region.
Responsibilities
Territory Planning
Develops and executes against a comprehensive account/territory plan leveraging internal resources (Sales Operations, Marketing, etc.)
Holds team accountable to drive territory plans and account plans for key prospects and customers
Allocates STAR prospects, actively managing and updating them over time
Partners with regional Sales Ops in annual quota setting process to set territory goals
Grows and optimizes headcount and resources in region for Go-To-Market strategy
Conducts internal Quarterly Business Reviews, measuring performance against pre-established business metrics
Forecasting & Pipeline Management
Achieves and exceeds assigned sales targets
Provides accurate forecasts on regular cadence to senior leadership
Ensures operational discipline of team to meet forecast, following the principles of forecasting
Sets expectation and regular cadence for pipeline reviews; reporting pipeline status to senior leadership
Build Customer Relationships
Plans, builds, and maintains long-term relationships with key accounts
Drives team to hold quarterly customer business reviews and executive briefing with key customers
Facilitates key customer relationships to ensure timely resolution of escalated customer issues
Leverage Internal & External Partners
Drives strategy and communication plan with external partners at Executive level (Reseller, Platform, etc.)
Drives a coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.)
Collaborates with Marketing on demand generation programs and campaigns; makes budget decisions on field marketing programs
Approves solutions and value proposition for key, complex opportunities
Solution Selling
Promotes the holistic vision of Equinix is translated into value proposition
Ensures implementation and adoption of solution selling skills (Selling Equinix Value) in daily routines of team
Approves solutions and value proposition being laid out for key, complex opportunities
People Management & Coaching
Provides leadership and direction to the team for defining and executing on their territory plans, may manage individual contributors and/or sales managers
Coaches team and managers to enhance on-going skills development and selling behaviors; shares and models best practices with broader team
Create spirit of collaboration, evangelism, and engagement with sales teams
Drives accountability for the performance and results
Agent of change, champions the adoption of new processes, selling practices, go-to-market strategy
Owns and manages all escalations to senior leadership for critical matters
Ensures team adoption of relevant tools available for more efficient business management
Responsible for all hiring decisions and activities, compensation, quarterly conversations, performance counseling, coaching and career development
Management of Country Sales Team (EMEA & APAC)
Manages sales team and other support functions within country
Leads local negotiation of contracts and forecasting for global accounts with presence in country
Looks at acquisition targets
Builds budget for territory/country sales team
Qualifications
10+ years of experience preferred
Bachelor's Degree required
Advanced proficiency in English required
Equinix 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 by completing this form.
Equinix 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 / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.
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