Inside sales leadership at Equinix: How Janie Rashad builds impactful teams

Sales leadership is often misunderstood. One might assume it’s all about driving numbers, managing performance and staying on top of deals. In this edition of Leaders at Equinix, Janie Rashad, Director, Mid-Market Sales, shares what leadership really looks like and clears up some common misconceptions.

Misconception 1: Leadership is about control

Janie’s transition from Senior Manager to Director came with broader responsibilities, including leading a global team. But the core of her role remained consistent: guiding sales reps through the daily rhythm of the sales process. 

Does leadership mean having all the answers or controlling every move? For Janie, empowerment trumps control. “I am a very hands-on leader,” she shares. “I believe in empowering my team to think for themselves and problem-solve with guidance along the way. I don’t believe in micro-managing, but I am always right there to help.”

Her top advice for aspiring leaders? Lead by example. Set clear expectations. Recognize effort. Coach consistently.

Misconception 2: Leadership means managing everyone in the same way

In the fast-paced and high-pressure sales environment, it can be tempting for leaders to default to a one-size-fits-all leadership style. Janie’s approach is the opposite. She leads with empathy and flexibility.

“I manage people as individuals, not as a collective whole. It’s important to understand that everyone has their own strengths, personality and pace. You can’t lead effectively with a one-size-fits-all mindset.”

When managing a team, Janie also emphasizes the importance of fostering cohesion, encouraging idea sharing and promoting equality. She credits Equinix for providing the vision, direction and leadership that enable her success. 

Her leadership style is also shaped by one of her most impactful mentors, someone who taught her the value of resilience and adaptability. “She taught me to stay the course during tough times and always look for better solutions,” Janie reflects. That lesson continues to influence how she supports her team: by guiding them through challenges, advocating for their success and helping them grow both professionally and personally.

Misconception 3: Culture doesn’t impact sales performance

At Equinix, culture is a competitive advantage. We place a strong emphasis on inclusion and belonging with our Belonging for All culture, which plays a key role in leadership success. 

“Equinix allows me to bring my authentic self to work every day,” Janie states. “It fosters a culture where thoughts, suggestions and ideas are always encouraged. The company creates a true sense of community and belonging. I feel trusted, supported and empowered to share ideas. My manager gives me the autonomy to do my job in a way that reinforces that trust and support.” 

Janie also prioritizes supporting her team beyond the office—engaging in conversations about personal interests, offering empathy and advocating for their success. 

“I treat my direct reports with respect and see them as people first, not just as employees,” she shares. We talk about our families, interests and personal lives in addition to business. I’m empathetic to personal situations and offer support when needed both professionally and personally. I also advocate on their behalf and fully support their sales process every step of the way.”

Real impact, real growth

Janie and her team drive revenue, retain customers and contribute to Equinix’s global success. But they also give back by participating in Equinix Impact events and building community.

“It’s not just about sales,” Janie emphasizes. “It’s about making a difference for our customers, our company and each other.”
If you’re ready to lead with purpose, grow your career and be part of a culture that values people first, Equinix is the place to do it.

“It’s the best company I’ve ever worked for,” Janie says. “If you’re ready to make a real impact—this is your moment.”

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