At Equinix, we believe a well-prepared sales team is crucial to our business. That’s why we’ve developed a comprehensive suite of resources, programs and tools to equip our sellers with everything they need to succeed. Elena-Cristiana Iliuta, Sales & Partner Enablement Senior Manager, provides an in-depth look at how we empower our sales team.  

What are some challenges faced by new Sales hires, and how do we help them? 
Elena: New Sales hires often encounter several challenges, such as navigating a complex portfolio, effectively positioning Equinix’s values and building confidence in customer conversations. The transition into a fast-paced sales environment can be overwhelming when absorbing technical knowledge while developing strong selling skills.  

Our onboarding program, SOAR (Sales Onboarding for Accelerated Ramp), addresses these challenges by providing a structured, role-specific onboarding experience that accelerates learning and practical application. Through a blend of interactive hybrid workshops, self-paced online learnings, practice opportunities and a customized 30-day start kit, new hires gain both foundational knowledge and hands-on experience. Additionally, resources like AI-driven practice opportunities and coaching programs shorten the time to productivity while fostering confidence and collaboration.  
New Sales hires also take part in our annual sales kickoff event, Connect, where they can learn about sales strategies from our leaders, network with Equinix teams from around the world and attend curriculum training sessions. This event offers an opportunity to interact with our executives during various sessions and hear from industry experts and inspirational speakers throughout the conference.  

Tell us more about the SOAR program  
Elena: SOAR is a comprehensive five-month hybrid onboarding program that begins on a new hire’s first day and is dedicated to quota-carrying roles (teams responsible for meeting specific sales targets). It includes a role-specific 30-Days Start Kit, two weeks of virtual and in-person workshops, and over eight weekly Reinforcement Lessons. The program emphasizes practice and coaching opportunities, supported peer-to-peer learning, AI tools and customized content. SOAR is designed to familiarize sellers with our company culture, accelerate productivity, foster networking and empower new Sales hires to effectively communicate Equinix’s value proposition.

 
What sets Equinix apart in onboarding our Sales hires?  
Elena: One of the unique selling differentiators of the SOAR program is its tailored approach. Unlike generic onboarding processes, our program is specifically designed to meet the unique needs of different sales roles. We offer over eight customized onboarding kits, each meticulously crafted to equip specific selling roles – including technical and management teams – with the precise knowledge and skills they need to thrive.  
Our hybrid workshops also feature two distinct tracks: one for sellers and another for technical roles. This ensures every new hire receives a highly relevant and impactful learning experience that resonates with their specific responsibilities.  
The SOAR program covers essential topics based on four key categories: People, Process, Products and Application Exercises. These topics are carefully selected to align with enterprise goals and position new hires for success. By focusing on these critical areas, we enable our sales team to navigate the complexities of our offerings and effectively engage with customers.  

How does Equinix encourage a culture of continuous learning and development within Sales?  
Elena: At Equinix, we nurture and advance the development of our sales team. After completing the SOAR program, new hires continue to learn and develop through onboarding enablement initiatives. 

Key mechanisms supporting their growth include:  
Quarterly sales training: Each quarter, our Enablement team creates new mandatory courses based on priorities set by Sales leaders. These courses are designed to facilitate a passing grade, ensuring ongoing skill enhancement. Sales managers can track new hire completion rates and scores through our internal live dashboard, Sales Analyzer.  

Productivity tools: We’ve implemented an AI digital assistant for research, learning and practice. New hires are trained to use prompts to maximize the tool’s insights. Our Enablement team continuously analyze tool usage and releases new materials to further enhance our sellers’ skills.  
By fostering a culture of continuous learning and development, we are not only investing in our employees but also in the future success of Equinix.  

Lastly, what do you enjoy about your work in sales enablement?  

Elena: After seven years in sales enablement, I have never had a dull day. I love engaging with diverse range of cultures and roles, creating meaningful connections across the organization. Through SOAR, I’ve had the privilege of witnessing the transformation of a group of 35+ strangers into a supportive, tight-knit community within just two weeks.  
Seeing individuals uplift and inspire each other is a testament to the strength of our company culture, and it’s what makes this work so rewarding. I am honored to be part of the extended GTM Readiness team, working alongside the best in the business. 
 
Are you ready to take your sales career to the next level? Join our dynamic sales team at Equinix and experience our transformative onboarding program and suite of resources designed to empower you with the skills and knowledge you need to succeed. If you’re passionate about sales and eager to thrive in a supportive, innovative environment, we want to hear from you! Apply now and become part of a culture that values continuous learning, collaboration and growth. Your future in sales starts here!